DxxxL project Overview 26 April 2017 DxxxL project Overview Objective: Enable big deal funnel qualification based on affordability to meet Top Line and Bottom Line Target  Minimize workload, improve sales force productivity Allow fast and informed deal review and approval by management Benefit for Account Managers: A unique excel template that collects key info needed for deals with special pricing request (escalations) Minimum retyping: <20 minutes to submit a deal (get data from Pricing Tools, ABP, xxxMap, Siebel) Escalation” presentation (PowerPoint) for the deal created with a mouse click. To be used for the German review and EMEA escalation meeting and contribute to the xxx material Benefit for Country management: Common format and repository for deal approval review LES financial view of deals for next quarters, with baseline and goals, retrieved from xxx IPG financial view of full deals, based on pricing tools (xxx, xxx, xxx) “What if we get that deal” simulation the impact on the top line and bottom line. Dates User Acceptance Testing 25 Feb -3 March Business Update Announcement 26-Feb AM/DM Training 25 March-2 April Review/ Feedback Mid April Operational April-May-June Deals HP Confidential

DxxxL Project: Big Deal assessment tool Client: Hewlett-Packard Germany Users: 50 Sales Rep (entering deals), 5 Managers (reviewing deals), 2 superusers (administration) Architecture: Sharepoint 2007 Excel 2007/2010, Powerpoint 2007/2010, extensive VBA Links with Siebel, Essbase and other in-house systems Project Management included Specification of project Development Testing Management of change (communication, training, grooming user champions) Tool Deployment HP Confidential

DxxxL Tool: File Structure SharePoint New SR enters: Account Deal description MPS details Copy/paste financial Mapping, SOW Deal Template Deal xxMap Deal Deal Roll-out Siebel Description, Strategy, market share ABP Financials from pricing tools Rev, GM… Accounting Rate Slide sets For Escalation meeting For SOAR submision slide deck Decision Dashboard xxx (Goal, Forecast)

DxxxL Decision Dashboard (Country Management) Next quarters baseline Key overall deal financials Simulation Impacted forecast

Deal entry (Account Managers) Dart/MPS/SPS pricing tools TCV, GM, System Margin by HW, Supplies, Services, Solutions ABP Account description Account Strategy Share of Wallet Cut & Paste click xxmap TAM/HP History Account mapping Deal description, probability Upsides/business at risk $/GM MPS specific Approval list click Manual entry Siebel Roll-out by Quarter click Powerpoint Slides EMEA Escalation slides Xxx slides click