SUPERCHARGE YOUR DIGITAL SALES

AGENDA What ARE we talking about today? Modern selling at-a-glance HP vs. competition Pain points and opportunities What are we NOT talking about today? It’s not a training on social selling It’s not a business review It’s not a demonstration of tools

Modern selling: DIGITAL ACTIVATION Digital hunting & farming IN SCOPE e.g., HP Social Media Center Posting the RIGHT CONTENT OUT OF SCOPE We are NOT talking about: posting content, thought leadership, Social Ambassador Targeting the RIGHT CONTACTS We ARE talking about equipping HP Sales Reps with digital tools to help them target the right prospect (HUNTING) and deepen their network within existing accounts (FARMING) e.g., LinkedIn Sales Navigator

SOCIAL PROXIMITY GRAPHS MODERN SELLING: TARGETED ENGAGEMENT SALES FILTERS SOCIAL PROXIMITY GRAPHS LEAD BOTS Identify prospect by Geography, Company name, Industry, Company size, Job title, etc.

MODERN SELLING: A DAY IN-THE-LIFE SALES REP USING SALES NAVIGATOR ENGAGE WITH NEWS FEED UPDATES Like and comment on your leads updates CONTACT RECOMMENDATIONS Identify additional decision makers and go deeper into accounts 12:00 AM 10:00 AM SALES NAVIGATOR SAVED SEARCH Review automated “saved search” to identify new prospects in real time 2:00 PM PREP FOR YOUR MEETINGS View your prospect’s profile to identify key talking points 8:30 AM PROSPECT INTO YOUR TERRITORY Reach out via warm intro or InMail to a new identified prospect 3:00 PM CHECK YOUR NEWS FEED Check the mobile app for lead updates GROW YOUR PROFESSIONAL BRAND Participate in group discussions and post original content 8:00 AM 4:00 PM

ADOPTION OF MODERN SELLING AT HP SITUATION AT-A-GLACE HP SALES REPS ADOPT SOCIAL SELLING WITH SALES NAVIGATOR: 1600% growth since Q416 (35 to 600) 80% HP sales rep satisfaction : identifying and connecting with new contacts 20% cost reductions negotiated (from $1600 to $1300 per year per license) SALES NAVIGATOR Q416 Q217 Q417 Q218 Empowering HP Sales Reps with a Social Selling platform to identify, engage and influence key decision makers PROGRESS Programs exist in all major EMEA markets (UK, FR, GE, CEMA, GWE,…) Opportunistically deployed in APJ and AMS Users in all BU (PS, Print, GSB, 3D Print; Telesales, Midmarket, CEP) Current annualised spend ~$700k ISSUES Fragmented contracts (playing the LinkedIn game!) Different start/end dates Different version of Sales Navigator purchased Different level of enablement (sometimes without training : failure) Inconsistent ROI measurement & reporting

SALES NAVIGATOR: THE VOICE OF SALES “I made contact with Rolls Royce's Global Innovation Manager: we met the following week and closed a $12M deal six months later.” “Selling a $450K device requires many departments and large companies can take a long time to identify. This helps shorten that time and close deals faster.” “It is incredibly difficult to profile an account and understand/identify end-users with just a phone. Sales Navigator makes identifying contacts far quicker. I value the insights from my posts and identifying how many senior level contacts have viewed them.”

SALES NAVIGATOR: GETS HIGH MARKS IDENTIFYING AND CONNECTING WITH NEW CONTACTS 89% 80% Survey period: March 5th – March 9th, 2018, 140 HP Sales navigator users,

AGENDA What ARE we talking about today? Modern selling at-a-glance HP vs. competition Pain points and opportunities What are we NOT talking about today? It’s not a training on social selling It’s not a business review It’s not a demonstration of tools

Are we EQUIPPING OUR SALES REPs TO BE SUCCESSFUL in GTM 2020? COMPETITIVE BENCHMARK TRANSACTIONAL CONTRACTUAL 5% to 10% 10% to 15% ~80% >80% to 100% Are we EQUIPPING OUR SALES REPs TO BE SUCCESSFUL in GTM 2020?

AGENDA What ARE we talking about today? Modern selling at-a-glance HP vs. competition Pain points and opportunities What are we NOT talking about today? It’s not a training on social selling It’s not a business review It’s not a demonstration of tools

LINKEDIN OFFERS DIFFERENT VERSIONS OPPORTUNITIES EXIST TO HARMONIZE and farming FEATURES LINKEDIN PREMIUM SALES NAVIGATOR TEAM SALES NAVIGATOR ENTERPRISE See when prospects check you out Who's Viewed My Profile Last 90 days Reach prospects directly InMails (per month) 15 30 50 PointDrive presentations (per month) - 10 Unlimited Find the right leads and accounts Extended LinkedIn Network Access √ Advanced Sales-Specific Search Tools Automatic Lead & Account Recommendations Territory Preferences Stay organized and up-to-date on leads & accounts you're interested in Job Change Alerts Prospect & Company News Alerts Notes & Tags Sales Navigator for Gmail Training and education Learning Center Leverage LinkedIn wherever you work Dedicated Mobile App CRM Widgets CRM Sync (with Write-Back) Access the entire LinkedIn network Out-of-Network Unlocks (per month) 25 Unlock the power of your company's social graph Warm Introductions through TeamLink Team network Company network Enterprise Capabilities Seat Management Basic Enterprise-grade Usage Reporting Single-Sign-On Integration CRM intergration Billing and Support Volume and Multi-Year Discounts Invoicing Dedicated Relationship Manager

Capitalize on the Largest B2B Platform LINKEDIN COVERAGE 575 millions users 2 new accounts every second B2B focus

ENGAGEMENT IS DIGITAL. YOU COULDN’T ENGAGE SUCCESSFULLY… in the 1960s Without using a phone in the 1980s Without using a fax in the 1990s Without using a mobile device in the 2000s Without using email in 2018 Without using Social Media Now it’s really time to end, but I wanted to leave you with the following thoughts. Today, it’s as crazy not using Social Media to reach out to customers, as it was not to use email in the 90s. 14

THANK YOU