Transcript Slide 1
Introduce Mike Humke • Mike Humke is the Vice President of Public Sector for the Solution Partners Organization at HP and is responsible for all related products, services solutions and sales for the education market. • Mike joined HP in 1999, and brought more than 25 years of public sector and commercial sales and marketing experience to the position, having held executive positions with Lexmark International, Apple Computer and IBM. • At HP, Mike has helped develop multiple programs to support both K12 and higher education institutions that support the development of new learning solutions and tools. • He places major emphasis on developing solutions that help maximize IT spending and focuses on addressing many of the top educational needs in today’s market, including security and collaborative learning solutions. He also spends a considerable time working with educators and solution partners to help design new learning portals and solutions for the classroom. Making a difference in the Public PublicSector SectorToday Market Michael MichaelHumke Humke Feb 9, 2009 VP PS SPO © 2008 Hewlett-Packard Development Company, L.P. The information contained here in is subject to change without notice. Public Sector Market Pressures Points • 1. Economic • 2. Internal • 3. Constituent • 4. Environmental 5 Public Sector is getting challenged in all fronts • 1. Economic pressures • 2. Internal pressures • 3. Constituent pressures • 4. Environmental pressures Let’s not waste a perfectly good disaster 6 Making a difference in tough times Rebuilding the Market Momentum $575B of the total $787B are expected to be allocated to appropriations and benefit Unemployment Assistance Education ($57B) ($98B) Refundable tax credits Transport($74B) ation ($48B) Healthcare benefits ($136B) Energy ($42B) Healthcare ($31B) EconomicInfrastructure1 recovery ($61B) ($29B) K-12 Modernization Green Tech., Smart Grid Electronic Health Records Broadband IT-related opportunities Dept. of Agri. Farm Service Agency Appropriations ($308 billion) Medicaid DOD Energy Efficient Tech. Homeland Security Source: United States Congress (February 12, 2009), Congressional Budget Office (February 13, 2009) Benefits ($267 billion) 8 The American Recovery and Reinvestment Act (ARRA) is one of several federal appropriations bills that will move through Congress this year to address the economic crisis 1. The Omnibus spending bill is expected to keep the government funded for the remainder of FY09 2. The appropriations process (starting in March) for funding the government in FY10 3. Other legislation, such as the continuation of the TARP Not every customer looks favorably on stimulus-related pitches. A chief information officer for a Public School System with a technology budget of $14 million this year, said they have received "emails that say you can use stimulus funds to buy something" from every major tech company she deals with. "I just view it as advertising," she said. Understanding our market SERVICE DELIVERY Homeland Security/Intel Civilian State & Local Government Federal and SLG Healthcare Education • Personnel • Transportation Security • Human Resources • Fraud & Abuse • Logistics • Judicial & Litigation • Financial Management • Decision Support • Command & Control • Law Enforcement • Constituent services • E-Health Record • Battlespace • Expeditionary Gov’t • Medicaid • Revenue & Tax • Motor Vehicle • Election Management • Public Safety • Digital Classrooms • Understanding our customer needs better than they do • Driving change with new category of services • Building solutions around the entire portfolio • Not leading with just a Stimulus message STRATEGIC PARTNERSHIPS MISSION FOCUS Defense Top Focus areas across Public Sector “Going Green” - Energy Conservation Consolidation Security Disaster Recover/Business Continuity Electronic Records Management/Digital Preservation/ e-Discovery • Shared services • Connectivity • • • • • July 18, 2015 12 Innovation is the way to address the market needs: Business or services or education outcomes Accelerate business growth Lower costs Mitigate risks • Speed time to market • Drive new services • Improve decision making • Strengthen their customer relationships • Enhance operational efficiency • Reduce IT cost and drive down business cost • Improve return on IT investments • Improve productivity • Improve compliance • Protect critical assets • Ensure continuity of business operations * Customer priorities validated by HP CIO Agenda research 13 Technology risks are now business risks 18 July 2015 Technology opportunities are now business / Service delivery opportunities 14 Public Sector Customer Expectations • Customers are looking for solutions; not just an IT fix • Market knowledge • Account knowledge • Innovative ideas • Broader resource pool 15 The Challenge is: the IT complexities continues to grow Low utilization Too many databases Unclear back-up plans Staffing inefficiencies Storage sprawl Isolated management tools Isolated applications & data The infrastructure environment is inflexible, too expensive to manage and maintain 16 18 July 2015 HP Partner Focus Public Sector SPO Partner July 18, 2015 17 Building a Public Sector Partner Program that delivers: Business Advantage Profitable Growth Technology Leadership Position the partners to help deliver more strategic business value to our customers, increased account coverage, and deliver stronger revenue growth. 18 Public Sector Focus Data Center Transformation Security Green IT 19 PS SPO Initiatives and Programs P S G Key Accounts T S G I P G SPO TSG SPO IPG MED FED Named Accounts SLG EDU SPO PSG Tier 2 and Tier 3 Market SPO PS Team Laser-focus on PS Partners, sales and solutions Resource and sales support for all PS related activities Aligned with PS EU teams to manage partner initiatives July 18, 2015 20 PS SPO Initiatives and Programs Current Sales Initiatives Agent Fee Increases on acquisition accounts Direct Contract Issues Resolution New Elite programs Diversity Programs Smart Quote Tools Partner PartnertEngagement Engagement//Support Support Market / Account development opportunities Tighter Field Alignment Market Training / Programs Market Initiatives Partner Forum / Adv Council PS Executive Roundtables Partner Recruitment Identify Enterprise Partners for specific territories Solution / Market Focus Coverage gaps July 18, 2015 Market Differentiators Unique Services - Portfolio Seat Mgt Virtualization Green Security Data Ctr Transformation Support Programs Professional Development Education / SLG Grant Writing Trade up Asset Mgt City Tours Green IT DCC 21 Driving key industry needs Creating Experiences Customers Value Always connected mobile experiences Connecting devices to Customer the network challenges: Digital imaging and printing Next generation data center Analog print High-cost IT islands MARKET EVOLUTION Customer experiences: Connecting users to services they value Digital content production & consumption Automated 24x7 lights-out computing Student Uniform Services DMV July 18, 2015 22 Technology for Better Business Outcomes • • • • • • Storage Blades Low-end Storage Thin Provisioning Utility Ready Storage Consolidation/Virtualization Server/Storage Management Software • Thin Clients • Energy Efficient Printing Solutions 23 Addressing Today’s IT Constraints Today’s Challenges • Information growth • Scalability • Retention Requirements • Compliance • Cost • Security • Collaboration Filing / Repositories •Regulatory Submissions •Law Enforcement •Emergency Response •Student Data Market Benefits • Improved overall IT Cost • Improve Operation efficiencies • Timely / Accurate information • Improved Quality of Data • Scalable growth Rich Media • Learning • Security • Entertainment Rationalized, integrated, end-toend managed data and application services Hard Copy •Land Records •Permits •Pubs Email • Archiving • Tracking and Retrieval July 18, 2015 Imaging •State Archive • Health Care • Mapping • Security Applications • ERP • Learning Tools • Social Programs • Uniform Services 24 WEB • eGovernment • Learning Portal • Citizen Portal • Self Service Cost Optimization for Future Growth IT operating costs: 50% reduction Data Centers: 85 globally reduced to 6 in 3 locations Applications: 6,000 consolidated to 1,500 Annual energy consumption: 60% reduction IT employees: 80% devoted to innovation 25 HP’s Partner value at the intersection HP is committed to digging deeper with partners Opportunity exists for growth and profitability Focus on solutions and the customer experience July 18, 26 Opportunity is everywhere Sometimes you just have to look or ask…. July 18, 27 28 • Thank you to Mike Humke • After a brief break, please join us for “Show Me The Money: How To Identify and Capitalize on State and Local Opportunities In A Tough Economy” by Liza Massey in Tidewater 2 • Take the elevator or escaltor 2 floors up. 30