PRESENTATION

ON
HEWELETT PACKARD

Heena Mehendiratta
Roll no. – 7
IIPM- SS-A
© 2004 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice
Proposed Agenda
• My background
• HP Overview
• Professional Selling @ HP
• Q&A
HP today
 The world’s #1
technology company
Leadership
• Portfolio leadership
− Palmtop to NonStop
− Home to Office
− Data Center to Desktop to
Print Shop
• Segment leadership
− Enterprise to small/medium
business to consumer
Our value proposition
Delivering more HP Delivers More. +hp = everything is possible.
to customers Innovation at a price our customers can afford, delivered
in a way that sets us apart.

HP Delivers More.
Enterprise. Demand More.
CEO/CIO + HP. HP delivers more of what enterprise customers demand
CEO/CIO + HP. HP delivers more of what enterprise customers demand
—more accountability, more agility and a better return on IT.
—more accountability, more agility and a better return on IT.
ch
Lo
-te

w
gh

-co

SMB. Get More.

Hi

st

Business owner + HP. HP allows business owners to get more by

Business owner + HP. HP allows business owners to get more by
delivering—more reliability, more service and support, more local
delivering—more reliability, more service and support, more local
Best TCE expertise—all at a competitive price.
expertise—all at a competitive price.

Consumer. Enjoy More.

You + HP. HP allows you to enjoy more of life by delivering simple and
You + HP. HP allows you to enjoy more of life by delivering simple and
rewarding technology experiences that are uniquely innovative, intuitive
rewarding technology experiences that are uniquely innovative, intuitive
and empowering.
and empowering.
Worldwide collaboration

• 141,000 employees
in 178 countries
− 15,000 pre-sales
Solid financials Global reach
and sales
− 60,000 service
professionals

• 70,000 service partners

Market Innovation
leadership
• 210,000 sales partners
Financial strength

Solid financials Global reach

• $73.1B revenue in
FY03

• $14.7B in cash

• Profitable in all Market

business categories Innovation
leadership
Views of HP
Business category
Company revenue FY03: $73.1B

Revenue overview by (in billions): PSG

$21.2
29%
ESG
IPG $15.4
$22.6
21%
Region 6% Customer segment 31% 17%
Americas HPS
$4.3 29%
HPFS $12.3
39% SMB $1.9
40% $21 3%
EMEA
U.S. $28.5 49%
$29.2
Consumer Enterprise
11% $16.1 $36
AP 22%
Japan $8.0
$3.1
4%
Technology leadership
• Portfolio of ~21,000
patents, from print
technology to molecular Solid financials Customer focus
computing
− 5th largest U.S. patent
holder
− In 2003, 1759 new U.S.
patents (#5), 4000 patents
worldwide (+27% over
Strong market
2002)
position Innovation
• Over 665 new products
introduced in FY03
Focused innovation
HP innovates where it can make a valued Partners
contribution, and partners with industry
leaders to build new value with industry-
standard components.

HP innovations:
• Adaptive enterprise
− Utility Data Centers
− Management software
− Grid computing
• Mobile connectivity
• Rich digital media
• Security solutions
• Imaging technologies
“HP Inside” Did you know that HP ...
Powers more than 100 Supports 95% of Handles 45% of the
stock and commodity the world’s platform market running
exchanges, including 14 securities SAP and i2 applications
transactions
of the world’s largest

Processes 80% of all Handles two of every Handles three of every four
telecom billing and customer three credit card electronic funds transfers
care traffic in Europe and transactions worldwide
Asia

Controls 65% of the Powers 80% of 9-1-1 Leads the world in high
world’s energy emergency call centers in performance technical
infrastructure the U.S. computing
 +hp way

Our corporate objectives

Building We’re
on our creating
foundation.. Our a winning
Guides our thinking, decisions
leadership culture! and actions
framework

Our values Our standards of

conduct
The way we get things done The way we work with
colleagues, partners
and customers

December 7, 2021
Our shared values
We are passionate about customers.
We put the customer first in everything we do.
We have trust and respect for individuals.
We approach our work with the belief that people want
to do a good job—and will do so, when given the right
tools and support.
We perform at a high level of achievement and
contribution.
We are relentless in implementing better ways of getting
results.
We act with speed and agility.
We achieve results at a rate faster than our competitors. The way we get things
We deliver meaningful innovation. done
We are the technology company that invents the useful
and the significant.
We achieve our results through teamwork.
Effective collaboration is key to our success.
We conduct our business with uncompromising integrity.
We are open, honest and direct in our dealings.
Professional Selling @ HP
• Recruiting & hiring
• Training
• Adding value; customer and HP perspectives
• Role in go-to-market strategy
• Challenges
• Growth path
• Keys to success
HP organization

Chairman and CEO

Carly Fiorina

EVP, Customer EVP, Imaging & EVP, Technology EVP, Personal

Solutions Group Printing Group Solutions Group Systems Group
Mike Winkler Vyomesh Joshi Ann Livermore Duane Zitzner

EVP, Global EVP, HR & Workforce EVP, Chief Technology EVP, Chief Financial EVP, Chief Marketing
Operations & IT Development & Strategy Officer Officer Officer
Gilles Bouchard Marcela Perez Shane Robison Bob Wayman Mike Winkler
de Alonso
Market leadership
Share Position
• Disk Storage 50.7% 1
• SAN Storage 31.4% 1
• External RAID Storage* 20.1% 2
• Unix* 33.8% 1
• Linux Servers* 28.1% 1
• Windows Servers 33.2% 1
• Management Software 12.3% 1
• Handhelds 25.9% 2 Solid financials Global reach

• Notebooks 16.9% 1
• Desktops 16.1% 2
• Laserjet 52.1% 1 Market Innovation
leadership
• Inkjet 45.5% 1
All percentages are units unless otherwise stated *Factory revenue
Source: IDC 3Q 2003
Total customer experience (TCE)
Overall impression of HP Relationship
based on:
• Perceptions and experiences
• HP people, partners, Aware
products, services, and
solutions Upgrade Choose
• Every touch point
Support Purchase

TCE is a factor in
Use Install
executive compensation
Learn
“ Passion for customers
can be as distinct a competitive
advantage as any technology
we can ever sell.”

Carly Fiorina
Chairman & CEO
Hewlett-Packard Company
THANK YOU