introduce mike humke mike humke is the vice president of public sector for the solution partners...
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Introduce Mike HumkeIntroduce 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 K-12 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.
© 2008 Hewlett-Packard Development Company, L.P. The information contained here in is subject to change without notice.
Public Sector TodayMichael HumkeFeb 9, 2009
Making a difference in the Public Sector MarketMichael HumkeVP PS SPO
5
• 1. Economic
• 2. Internal
• 3. Constituent
• 4. Environmental
Public Sector Market Pressures Points
6
Let’s not waste a perfectly good disaster
• 1. Economic pressures
• 2. Internal pressures
• 3. Constituent pressures
• 4. Environmental pressures
Public Sector is getting challenged in all fronts
8
$575B of the total $787B are expected to be allocated to appropriations and benefit
Education($98B)
UnemploymentAssistance($57B)
Healthcare($31B)
Infrastructure1
($61B)Economicrecovery($29B)
Refundabletax credits($74B)
Healthcarebenefits($136B)
Transport-ation($48B)
Energy($42B)
K-12 Modernization
Electronic Health Records
Medicaid
Green Tech., Smart Grid
Broadband
Dept. of Agri. Farm Service Agency
DOD Energy Efficient Tech.
Homeland Security
IT-relatedopportunities
Appropriations($308 billion)
Benefits($267 billion)
Source: United States Congress (February 12, 2009), Congressional Budget Office (February 13, 2009)
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 FY103. 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.
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.
MIS
SIO
N F
OC
US
Federal and SLG HealthcareCivilian
HomelandSecurity/IntelDefense
State & LocalGovernment
Education
Understanding our market S
ER
VIC
E
DELIV
ER
Y
• Revenue & Tax• Motor Vehicle• Election Management• Public Safety• Digital Classrooms
• Personnel
• Logistics
• Command & Control
• Battlespace
• Transportation Security
• Judicial & Litigation
• Law Enforcement
• Expeditionary Gov’t
• Human Resources
• Financial Management
• Constituent services
• Fraud & Abuse
• Decision Support
• E-Health Record
• Medicaid
STR
ATEG
IC P
AR
TN
ER
SH
IPS
• 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
12April 19, 2023
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
13
Acceleratebusiness growth• Speed time to market• Drive new services• Improve decision
making• Strengthen their
customer relationships
Lower costs
• Enhance operational efficiency
• Reduce IT cost and drive down business cost
• Improve return on IT investments
• Improve productivity
Mitigate risks
• Improve compliance• Protect critical assets• Ensure continuity of
business operations
* Customer priorities validated by HP CIO Agenda research
Innovation is the way to address the market needs: Business or services or education outcomes
14April 19, 2023
Technology risks are now business risks
Technology opportunities are nowbusiness / Service delivery opportunities
15
Public Sector Customer Expectations
• Customers are looking for solutions; not just an IT fix
• Market knowledge• Account knowledge• Innovative ideas• Broader resource pool
1616April 19, 2023
Staffing inefficiencie
s
Isolated management
tools
Too many databases
Storage sprawl
Isolated applications
& data
Low utilization Unclear back-up plans
The infrastructure environment is inflexible, too expensive to manage
and maintain
The Challenge is: the IT complexities continues to grow
18
Building a Public Sector Partner Program that delivers:
Position the partners to help deliver more strategic business value to our customers, increased account coverage, and deliver stronger revenue growth.
Profitable Growth
TechnologyLeadership
BusinessAdvantage
1919
Public Sector Focus
Data Center Data Center TransformationTransformation
Data Center Data Center TransformationTransformation
20April 19, 2023
PS SPO Initiatives and Programs
SPO PS TeamLaser-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
PS
Par
tner
Alig
nmen
t
PSG
TSG
I PG
EDU
FED
SLG
SPOPSG
SPOTSG
SPOIPG
MED
Key Accounts
Named Accounts
Tier 2 and Tier 3 Market
21April 19, 2023
PS SPO Initiatives and Programs
Current Sales InitiativesAgent Fee Increases on acquisition accountsDirect Contract Issues ResolutionNew Elite programsDiversity ProgramsSmart Quote Tools
Partner RecruitmentIdentify Enterprise Partners for specific territories Solution / Market FocusCoverage gaps
Market Differentiators
Unique Services - PortfolioSeat MgtVirtualizationGreenSecurityData Ctr Transformation
Support ProgramsProfessional Development
Education / SLGGrant WritingTrade upAsset Mgt
City ToursGreen ITDCC
Partner Engagement / SupportMarket / Account development opportunitiesTighter Field AlignmentMarket Training / ProgramsMarket InitiativesPartner Forum / Adv CouncilPS Executive Roundtables
2222April 19, 2023
Driving key industry needs
Uniform Services
DMV
Student
Connecting users to services they
value
Digital content production & consumption
Automated 24x7lights-out computing
Connecting devices to the network
Analog print High-cost IT islands
Next generation data center
Digital imaging and printing
Always connected
mobile experiences
MARKET EVOLUTION
Customer challenges:
Customerexperiences:
Creating Experiences Customers Value
23
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
24April 19, 2023
Filing / Repositories•Regulatory Submissions•Law Enforcement •Emergency Response•Student Data
Hard Copy•Land Records•Permits•Pubs
Email• Archiving• Tracking and Retrieval
Imaging•State Archive• Health Care• Mapping• Security
Applications• ERP• Learning Tools• Social Programs• Uniform Services
WEB• eGovernment• Learning Portal• Citizen Portal• Self Service
Rich Media• Learning • Security• Entertainment
Rationalized, integrated, end-to-end managed data and
application services
Today’s Challenges• Information growth• Scalability• Retention Requirements• Compliance • Cost• Security • Collaboration
Market Benefits• Improved overall IT Cost• Improve Operation efficiencies• Timely / Accurate information• Improved Quality of Data• Scalable growth
Addressing Today’s IT Constraints
25
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
2626April 19, 2023
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
• 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.