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Angelo Brancato , CISSP, CISM Principal Solution Architect angelo.brancato@hp

HP TippingPoint Module 1: Strategic Proposals v1.0. Angelo Brancato , CISSP, CISM Principal Solution Architect angelo.brancato@hp.com Mobile: +49 174 1502278. The prospect. RFI. c all for bids. I think I know what I want, but I need more info from the vendors to fine-tune my concept.

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Angelo Brancato , CISSP, CISM Principal Solution Architect angelo.brancato@hp

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  1. HP TippingPointModule 1:Strategic Proposalsv1.0 Angelo Brancato, CISSP, CISM Principal Solution Architectangelo.brancato@hp.com Mobile: +49 174 1502278

  2. The prospect RFI call for bids I think I know what I want,but I need more info fromthe vendors to fine-tunemy concept. Request For InformationPre-qualifier; “airy” – free for “new ideas” RFI RFP Request For ProposalDetailed info on requirements; Proof-of-Concept definition;business goals; contract goals and conditions; timeline I exactly know what I wantand I want to know if and how thevendor can implement that. RFP Request For QuotationPricing RFQ RFQ I need to find the bestcost-benefit ratio. Whereas “cost” plays thebigger role! Proof-of-ConceptProve the “promises” in the RFI/RFP Pilot Decision HP CONFIDENTIAL

  3. The Vendor RFI call for bids Provide USPs. Differentiatefrom the competition. ProvideMUST-HAVE requirements.Best-Practices and Vision. Request For InformationPre-qualifier; “airy” – free for “new ideas” RFI RFP Request For ProposalDetailed info on requirements; Proof-of-Concept definition;business goals; contract goals and conditions; timeline Provide detailed (tec) answers and solution descriptions.Involve PLM to eliminatecompetitive roadblocks. RFP Request For QuotationPricing RFQ RFQ Show the benefits of the greater HP organization. ProvideTCO and ROI calculations.Negot. The best price! Proof-of-ConceptProve the “promises” in the RFI/RFP Pilot Decision HP CONFIDENTIAL

  4. Maximize the impact HP Proposal Web HP Enterprise ROI HP Strategic Proposal Center (internal)

  5. HP Proposal Web

  6. HP Proposal Web - do not re-invent the wheel https://proposalweb.hp.com/ Boilerplates -Proposal-ready content; Collaterals that are written in a customer oriented style emphasizing product features and benefits; Proposal-Style standard; Structured for personalization; FAQs – ready-made RFI questions and answers that Reusable content – Covers 50-75% of the content required by most proposals; (Datasheets, Product/Service briefs, Alliance overviews, White Papers, Coverletters, Executive summaries etc.) HP CONFIDENTIAL

  7. HP Proposal Web - do not re-invent the wheel HP CONFIDENTIAL

  8. HP Proposal Web - do not re-invent the wheel HP CONFIDENTIAL

  9. HP Enterprise ROI

  10. HP Enterprise ROI Calculator http://roianalyst.hp.com/ “If you want CFOs to listen, you've got to tell them something new about how technology can solve their business problems and accelerate their business initiatives. You've got to demonstrate how technology can increase revenue, reduce cost, or help their enterprises serve customers better. . . . CFOs need partners who can identify those opportunities with us and help us maximize the benefits.” Cathie Lesjak, HP EVP and CFO

  11. Value Assessment, ROI Business Case Quantifies the business value of proposed IT solutions

  12. HP Enterprise ROI Calculator weblink weblink

  13. Strategic Proposal Center

  14. Strategic Proposal Center - SPC “With main focus on Enterprise Group who needs end-to-end professional proposal support, we manage customer specific big & complex deals and non- standard customer requests also cross BU with broad knowledge as trusted advisors and single point of contact contributing to sales success.” Internal Links: EMEAAMSAPJ • Bid Management • Managementof the complete proposal process • Driving of quick, clear and documented Go/No Go-decision • Risk management across business units • Coordinationof proposal team (incl. set-up of time schedule and action lists) • Support in obtaining approvals • Conductingcontract negotiations • Document Management • Set up of proposal template and productionof proposal documents • Monitoring and verifying level of completion • Quality assurance incl. content check to achieve best match between customer requirements and HP proposal content • Story Board Line Writing • Provide and maintain Self Service Tools HP CONFIDENTIAL

  15. Recap.

  16. Maximize the impact HP Proposal Web HP Enterprise ROI HP Strategic Proposal Center (internal) speak the CFO’s language. Show Value! we are here to help! strategic RFQ

  17. Module 1 - Assignments

  18. Module 1 – Strategic Proposals - Assignements https://proposalweb.hp.com/ #1 logon to proposal web and download an HP TippingPoint Boilerplate doc. #2 use the Wizard to generate and download a customized boilerplate

  19. Let’s win Angelo Brancato, CISSP, CISM Principal Solution Architectangelo.brancato@hp.com Mobile: +49 174 1502278 HP CONFIDENTIAL

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