The document describes business initiatives at Hewlett-Packard including tools for managing the lifecycle of Enterprise License Agreements (ELAs), critical product upgrades, and performance dashboards. It provides an overview of the ELA Lifecycle Management dashboard which tracks welcome events, usage, and end-of-term certification. It also describes the Critical Upgrade Management dashboard that identifies products needing upgrades, determines required actions, and allows updating account information. Both tools provide aggregated and account-level reporting. The document concludes by introducing Andre Jankowitz, who designed and developed the management dashboards.

1. HPSW Support Sales &
Operations
Business Initiatives
that make a difference
Andre Jankowitz, 24 April 2013

2. © Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
Business Initiatives That Make A Difference
Agenda
2
1. ELA Lifecycle
2. Critical Upgrades
3. Designed, Developed by Andre Jankowitz
Preferred Format: Interactive discussion with Q&A as we go along

3. © Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
1. ELA Lifecycle Management
if you can't measure it, you can't manage it!

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The information contained herein is subject to change without notice.
1.1 ELA Overview – August ‘12
4

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The information contained herein is subject to change without notice.
1.2 ELA Overview – April ‘13
5

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The information contained herein is subject to change without notice.
1.3 ELA Lifecycle Management
6
Introducing the New Enterprise License Agreement Dashboard (ELAD)

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The information contained herein is subject to change without notice.
Setting the Region Filters
1.4 ELA Lifecycle Management
7
Select a Region and or Sub-Region/Country
The filtered results are then updated, as is the table and adjacent chart
(Please note that for AMS/APJ, there are no Sub-Regions)

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The information contained herein is subject to change without notice.
Next, review the Welcome Event and Usage Status
1.5 ELA Lifecycle Management
8
Click on the “+” sign adjacent to the heading to open the Welcome/Usage Section
In this view there are 3 Sections, 1. Welcome Event trending, 2. Usage trending and 3. Chart, showing both
Welcome Event Status and Usage Percentage on a monthly basis.

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The information contained herein is subject to change without notice.
View EoT Certification Status trends for ELAs ending in a fiscal period
1.6 ELA Lifecycle Management
9
Click on the “+” sign adjacent to the heading to open the EoT Certification Status Section
In this view one can view changes in the Certification Status for a given period, e.g. FY11 and Older, Q1’12, Q2’12 etc..
The results are displayed for each status as well as shown in a percentage bar chart over time

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The information contained herein is subject to change without notice.
Next, drill down to the individual accounts
1.7 ELA Lifecycle Management
10
Select an account from the drop down window to view the Account Overview section for that account
Some key functionality includes:
1. Account name, demographics, $ values by product line etc...
2. ELA overview and Support offering – If a Carve out is expected, it will be indicated here
3. Trend section, tracks the Deployment % and Overall Risk associated with this ELA from month to month
(If necessary, you can change the start month to show earlier or later periods)

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The information contained herein is subject to change without notice.
Progress Indicator and KPI Tracking
1.8 ELA Lifecycle Management
11

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The information contained herein is subject to change without notice.
Additional Sheets: Reporting Centre
1.9 ELA Lifecycle Management
12

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The information contained herein is subject to change without notice.
Additional Sheets: Money Ball Reporting
1.10 ELA Lifecycle Management
13

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The information contained herein is subject to change without notice.
Additional Sheets: QBR Template
1.11 ELA Lifecycle Management
14

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The information contained herein is subject to change without notice.
15
Additional Sheets: Rankings
1.12 ELA Lifecycle Management

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The information contained herein is subject to change without notice.
2. Critical Upgrade Management
if you can't measure it, you can't manage it!

17. © Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
2.1 Context – Scalable Design
17
Install Base Reports
• Selected Products (ALM, BSM, ITSM, PPM,
LR, PC)
• Refreshed Quarterly
• +/- 285K Records
Version Details
• USB, or otherwise PADAPPI (Customer
license download database) +/- 3M Records
• GSD, Customer Support incident logs +/- 86K
records
• SharePoint +/- 4K Records
Technology
• Access Database 1.5GB
• Excel front-end (VB Script) +/- 33MB just for
functionality
Critical
Upgrades
Dashboard
1.Programme
Management
• Obso Dashboard
• Support Policy
• Extended Support
2.Install Base
• World-wide
Analytics
• Regional analytics
• Assignments
3.SharePoint
• Upgrade
Managers
• RSR/SSAM input
4.License
Versions
• SPARKS
• USB
• SharePoint
• Poetic
5.Analytic
Tools
• Excel
• VB Script
• Vertica
6.Business
Insights
• Status of
migrations
• Financial impact
• Risk mitigation

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The information contained herein is subject to change without notice.
2.2 Context – At Next Renewal
18
Purpose
• Ensure compliance with the new HPSW Policy
Decisions Supported
• Determines what action is needed at next
renewal
• Sends email alerts to RSRs and SSAMs
• Identifies Support Revenue under risk
• Enable management to prioritize intervention
Next Steps
• Secure buy-in from Sales Management
• RSR/SSAM enablement – on-going
• EMEA: Deployed in Q1’13
• AMS: Deployed in Q2’13
• APJ: Deployed in Q2’13
At Next
Renewal
1.Renew
as usual
2.Update
SKUs
3.10% or
upgrade
4.Can’t
renew
unless…

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The information contained herein is subject to change without notice.
2.3 Intro Sheet – Selecting Your Data
19
Select only one category
File size and estimated
time to refresh
Remember to click the
‘Refresh Data’ button

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The information contained herein is subject to change without notice.
2.4 Intro Sheet – Populated with your data
20

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The information contained herein is subject to change without notice.
2.5 Aggregated Reporting – AMS Region
21

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The information contained herein is subject to change without notice.
2.6 Aggregated Reporting – EMEA Region
22

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The information contained herein is subject to change without notice.
2.7 Aggregated Reporting – APJ Region
23

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The information contained herein is subject to change without notice.
2.8 Aggregated Reporting - Timeline
24
Toggle between
Qty. and USD
Toggle between
Renewal & EOS
Current
Selection

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The information contained herein is subject to change without notice.
2.9 Account Overview – Summary by Company
25
Update Assignments if
necessary, and click Save
If saved, you will get a
confirmation message…
Choose account from Yellow drop
down and click ‘Select Account’

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The information contained herein is subject to change without notice.
2.10 Account Overview – Updating the SAIDs
26
Once done, Click Save
Update Values and add
Comments

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The information contained herein is subject to change without notice.
2.11 Account Overview – Updating Version/Status
27
Once Done, Click Save
Update
Versions
and
Upgrade
Status
Obsolescence
& Migrations
Portal

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The information contained herein is subject to change without notice.
2.12 Account Overview – Updating Action Plans
28
Select the
Corresponding Product
Once done, Click Save
Enter Comments

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The information contained herein is subject to change without notice.
2.13 Review Updates – Updates Sheet
29
SAID and
Temp file name
Next Row
Indicator
Email Updates to
SharePoint
Reset Form
(delete all)
Enter your Name
here…
Updates
Tab

30. © Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
2.14 Review Updates – Send Email
30
Click
Send
SharePoint Email
Address
Copy of the
Updates Sheet

31. © Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
2.15 SAM KPIs – Status Identified/Plan in Place
31

32. © Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
3. Designed and Developed by
Andre Jankowitz
if you can't measure it, you can't manage it!

33. © Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
1. Credentials
33
Business Acumen
• Seasoned entrepreneur founded 3 businesses spanning 15yrs
• Held numerous management and MD roles in private companies
• Executive MBA
• Innovator at HP Software: Started Business Initiatives project
• “Demonstrated consistent leadership and creative skills” Don Tooth
Change Management
• Turn-around specialist at Louis Group Int. (7yrs)
• Industry Experience: Software, Banking, Financial Services, Insurance, Property, Hotels,
Retail Travel
• Successfully transformed many failing business
• “Willing to pioneer ideas and projects” Alan Louis
Performance Measurement & Management (PMM)
• Developed numerous bonus/performance management systems
• Designed and implemented a PMM system for PhD course and scored “A+”
• Designed Sales Ops Performance system
• Designed Premier, ELA & Upgrades performance systems
• “Your dashboards are very impressive, some of the very best we have seen” Dale Virgil

34. © Copyright 2012 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice.
2. Key Accomplishments
34
Premier
• Premier Attach to new license sales
• Premier Delivery management and escalation – Automated email alerts
• Consolidated reporting at world-wide level
• Replaces the need for multiple spreadsheets (License Pipeline, Premier Install Base, Follow-up action
schedule etc.)
• “Beautiful, amazing, fantastic. This is great. To say I’m happy with it, is a far understatement” Andreas Greiner
ELAs
• Replaced traditional ELA reporting tool
• Tracks Welcome Events, Usage and EoT with Performance and KPI metrics
• Dramatically improves management of 700+ ELAs ($1Bn License Revenue / $200M Annualized Support)
• Up from consolidated score of 22% to 67%!
• “The ELA lifecycle dashboard looks very professional. My compliments. Congratulations with creating
actionable KPA’s. It is really amazing what you did with my remark!” Martin Verkaik
Upgrades
• Gone from 0% Version visibility, to 81.3% now identified
• Currently tracking 36,913 Agreements worth $540M annualizes support revenue
• Over 12,000 user updates in just over 1 month
• “The artificial intelligence clubbed with continuous progress tracking makes this a really valuable tool.”
Anup Payyakkil
• “…beyond impressive” Aileen Allkins and Tina Plummer

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The information contained herein is subject to change without notice.
3. Design Approach
35
Agile Development at it’s best
• 4 Tools designed, developed and implemented in less than 8 Months!
• Full stakeholder adoption/endorsement
• Quick iterations - Responsive to user needs/changes
• Easy to Refresh/Update
• Very Visual – Simple charts and tables – support decisions
• Simple/Clean lines – consistent look and feel
• Cascaded reporting – Global – Regions – Sub-Region –
Accounts – Individuals (SAM/RSR/Managers/VP/SVP)
• Trending by month – shows progress or lack thereof
• Rankings – Individuals, Teams, Sub-Regions and
Regional performance
• Performance monitoring and KPI tracking
• Integrated QBR templates
• Integrated email alerts

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The information contained herein is subject to change without notice.
4. Publishing Success
36
Leveraging off our network
• Published in ‘Newsround’ Support Sales’ monthly
Newsletter
• Numerous content on HP Connections, Blogs,
Discussions, polls etc…
• Published 9 Blogs posts over the past 8 months with
882 views and 46 Comments!
Changing Behavior
• Showcasing the best and highlighting the rest!
• Peer rankings
• High visibility, no hiding
• Tracking performance or lack thereof
• Everyone wants to be recognized, but there will always
be those who want to be the best!

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The information contained herein is subject to change without notice.
Thank you…