Industry Application Portfolio    Industry Application Portfolio
Introduction
 The purpose of this job aid is to match applications available on
 HP's new Corporate Business System to strategic and high potential
 application areas within your target industry.
    For each industry two tools are provided.  The first is the
 Industry Application Portfolio grid which breaks the industry into
 four quadrants by application area.  (The quadrants will be defined
 on the following page.) The second tool maps existing HP software
 solutions to these four quadrant application areas.

 Industry Application Portfolio
 The Industry Application Portfolio is made up of four quadrants. Each
 quadrant positions an application in terms of the quantity of
 resources used and the magnitude of the benefits derived within that
 industry.  Refer to the following sample figure.

                                    Sample Industry
           _________________________________________________________
           |                             | Turnaround/              |
           |      Strategic              |High Potent|al            |
           |_____________________________|__________________________|
      High |                             |                          |
       |   |                             |                          |
       |   |                             |                          |
       |   |                             |                          |
       |   |                             |                          |
       |   |                             |                          |
       |   |                             |                          |
   Resource|                             |                          |
      Used ______________________________|__________________________|
       |   |                             |                          |
       |   |                             |                          |
       |   |                             |                          |
       |   |                             |                          |
       |   |                             |                          |
       |   |                             |                          |
       |   |                             |                          |
      Low  |                             |                          |
           |________________________________________________________|
           |                                                        |
           | Factory/Operational                     Support/Admin  |
           __________________ _______________________________________
                High---------------Benefits Derived-------------Low

 Definition of Quadrants Strategic quadrant
 An application in this quadrant provides a company with competitive
 advantage.  This is where the company derives the greatest benefit
 while utilizing a great deal of resources.  The company will be
 unable to implement new business strategies unless these systems are
 in place.

 Turnaround/High Potential quadrant
 These systems are often under development or running only as pilots.
 At this phase the application provides little benefit and requires
 extensive resources.  At this point, they make no great contribution
 to the business but are likely to do so in the future.  These are the
 applications that when fully implemented will become a company's
 strategic applications.

 Factory quadrant
 These are operational systems that support the daily processes of the
 business.  The company derives great benefit from these applications
 while applying only limited resources.  If these systems are
 unavailable, the business will slow or come to a halt.

 Support quadrant
 Applications in this quadrant are valuable for efficiently handling
 some of the non-critical processes.  These applications provide low
 benefits and require few resources. If they were unavailable for some
 period, no major problems would occur.

 Definition of Measures
 Benefits Derived (x-axis)
 The Benefits Derived axis measures how an application impacts the
 company.  By benefits, we mean the financial contribution the
 application makes to the business.  For example, Strategic and
 Factory applications will provide high rates of return on the initial
 investment and generate good levels of cash flow.  By comparison, the
 benefits derived from Support and Turnaround/High Potential
 applications will be much less.

 Resources Used (y-axis)
 The Resources Used axis measures the resources required to produce,
 implement and maintain an application.  Resources include hardware,
 software, people, support, etc. Strategic and Turnaround/High
 Potential applications will require high levels of resources while
 Factory and Support applications require lower levels.

 Value of Industry Application Portfolio
 The Industry Application Portfolio grid identifies how an industry
 views an application.  Mapped to the list of software solutions
 available on HP's new Corporate Business System, you can now focus your
sales efforts when developing your account strategy.
    For example, if your goal is to become a strategic partner with
 your customer, you need to be selling applications that fall into the
 Strategic and Turnaround/High Potential quadrants.
    If on the other hand you identify a large opportunity that falls
 into the Factory or Support quadrants, you may choose to pursue it in
 order to develop a presence in the account (or for "quota reasons"!)
 Be aware however that these are not critical opportunities and as the
 provider of the application, you will be viewed only as a niche
 vendors. Strategic and Turnaround/High Potential application areas
 are where long term partnerships are developed.

 How to Use the Job Aid
 Tool 1
 1.  Locate your targeted Industry Application Portfolio grid.
 2.  Review the industry applications in each quadrant.
 3.  Given your strategy with the account, select the quadrant or
 application you want to target.

 Tool 2
 4.  Turn to the applications listing to find your chosen application
 area and the associated Corporate Business System solutions
 available.

 Industry Application Portfolios