Sustainability as a Sales Differentiator and Revenue Generation Engine

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This document discusses how sustainability can be a sales differentiator and revenue generator. It outlines how providing sustainable products, services, and solutions can help customers achieve their business goals using fewer resources. It also discusses partnering with suppliers to promote sustainability. Key customer concerns around sustainability, purchasing, and IT are identified. Metrics like customer satisfaction, revenue opportunities, and wins are proposed to measure success in aligning sustainability with customer priorities and communicating the benefits.

Environment

Sustainability as a Sales Differentiator and Revenue Generation Engine
John Frey, Hewlett-Packard Company @john_frey

Sustainability as a Sales
Differentiator and
Revenue Generation
Engine
John Frey / October 2015
2

Portfolio of products,
services, and solutions
Help business achieve more
with fewer resources and less
waste.
Partnership with the
supply chain
Collaborate to promote
sustainability throughout the
information technology (IT)
supply chain.
Sustainability Metrics Journey
Performance of
our operations
Innovate to reduce HP’s
environmental footprint and
drive sustainable growth.

What Does the Customer Care About?
Sustainability
I need products that are as efficient
as possible so I can reduce my
company’s environmental impact.
I want to demonstrate more value to
my business partners
Purchasing
I need to meet my company’s
technical requirements for the best
possible price
I want to embed supply chain
sustainability requirements in my
processes
Information Technology (IT)
I need products that are reliable,
manageable, and compatible with our
IT infrastructure.
I want solutions to my power, space,
and cooling limitations that constrain
me

Helping the Customer Solve Business Challenges
6
• Increase efficiency and reduce costs of IT
• Measure and manage energy use
• Reduce amount of IT and associated hardware
• Anticipate and innovate to solve future
challenges
• Responsibly manage equipment and data at end
of life

How Do We Measure Success?
7
• Customer satisfaction scores
• Existing revenue engaged
• New revenue opportunity generated
• New revenue wins!

What Does Your Customer Care About?
8
• What are the key priorities for your customer?
• How does your sustainability leadership translate
into a benefit for your customer?
• How can you best communicate these
advantages in a meaningful way to your
customer?
• How can you track your impact?

© Copyright 2014 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice.
Thank You
9

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Sustainability as a Sales Differentiator and Revenue Generation Engine

1. Sustainability as a Sales Differentiator and Revenue Generation Engine John Frey, Hewlett-Packard Company @john_frey

2. Sustainability as a Sales Differentiator and Revenue Generation Engine John Frey / October 2015 2

3. Portfolio of products, services, and solutions Help business achieve more with fewer resources and less waste. Partnership with the supply chain Collaborate to promote sustainability throughout the information technology (IT) supply chain. Sustainability Metrics Journey Performance of our operations Innovate to reduce HP’s environmental footprint and drive sustainable growth.

4. What was Next? 4 • Ratings and Rankings • Brand and reputation • Stakeholder dialogs • Analyst perspectives • “Green” catalogs

5. What Does the Customer Care About? Sustainability I need products that are as efficient as possible so I can reduce my company’s environmental impact. I want to demonstrate more value to my business partners Purchasing I need to meet my company’s technical requirements for the best possible price I want to embed supply chain sustainability requirements in my processes Information Technology (IT) I need products that are reliable, manageable, and compatible with our IT infrastructure. I want solutions to my power, space, and cooling limitations that constrain me

6. Helping the Customer Solve Business Challenges 6 • Increase efficiency and reduce costs of IT • Measure and manage energy use • Reduce amount of IT and associated hardware • Anticipate and innovate to solve future challenges • Responsibly manage equipment and data at end of life

7. How Do We Measure Success? 7 • Customer satisfaction scores • Existing revenue engaged • New revenue opportunity generated • New revenue wins!

8. What Does Your Customer Care About? 8 • What are the key priorities for your customer? • How does your sustainability leadership translate into a benefit for your customer? • How can you best communicate these advantages in a meaningful way to your customer? • How can you track your impact?

Sustainability as a Sales Differentiator and Revenue Generation Engine

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