HP's Open Systems Initiative - SR1804 Follow-up Phone Call Exercise Manager's Role Play Instructions An SR in your district has just completed the training course "HP's Open Systems Initiative - SR1804". As part of his/her final assignment, he/she must complete a 3 to 5 minute simulated sales phone call to a senior executive and articulate why HP should be their strategic Open Systems partner. He/she has been instructed to perform this exercise by having his/her manager play the role of the prospect's senior executive. Because you are the one that can best coach the performance of your Sales Reps, please utilize this sales phone call as an opportunity to coach and develop the skills of your people. Since your coaching efforts can have the single greatest impact on HP's overall sales performance, it is important that you help your Sales Reps complete this exercise by actively playing the role described below. This course has been extremely successful and the sales representatives are both excited and anxious to complete this final assignment. INSTRUCTIONS 1. Your Sales Rep will call you to set up a date and time to do this role play exercise. 2. At the arranged time, the Sales Rep will call you and immediately assume their role, making their 3 to 5 minute presentation. You should immediately assume your role as a CIO. 3. Fill out the Evaluation Form while they make their presentation. 4. By the end of the 3-5 minutes, decide if you will grant him/her an appointment. After you've made your decision, evaluate and coach your SR on what was successful and what was missing in his/her phone call. Use the Evaluation Form and your personal observations for your evaluation. Work with your SR to determine his/her individual development plan. ROLE PLAY SITUATION The premise of the phone call is that you are a Chief Information Officer of one of the top 500 companies in your country, and that your company is predisposed to Open Systems. Your company is a multi-national corporation with over 10 billion in annual revenues. You recently gave a presentation at a conference where you described your biggest business need as gaining better access to the information in your already multi-vendor environment. Your company is dominated by IBM and you have limited knowledge of Hewlett- Packard. You are currently in the process of evaluating SUN, DEC and IBM for funded projects that address your business needs. In general, your company is predisposed toward Open Systems. The SR's goal is to get an appointment with you to explain further how HP can partner with you to address your strategic information technology needs. They should use the 4-3-2-1 Open Systems message presented in the Open Systems Initiative training. Please feel free to ask questions and raise the objections a real CIO might have. If the SR does not differentiate HP's Open Systems message successfully, you do not have to grant him/her the appointment. If you feel his/her call was successful at differentiating Hewlett Packard's leadership position in Open Systems, grant the appointment. The SR's call should take no more than 10 minutes (5 minutes for their presentation, 5 minutes for you to give them feedback), since that is about all the time they would get in a cold calling situation. If you are unfamiliar with HP's Open Systems message, or feel you would like to brush up on the content, copies of HP's Open Systems Initiative presentation and videotape are available. Ordering information is contained at the end of the SR's Instructions. In addition, if you or your SR are unfamiliar with our NewWave Computing Strategy and Architecture, or the benefits that an Open System can provide, you can order and complete the NewWave Computing Technology Fundamentals training course, SR183. Refer to the Field Education and Development Guide or the Field Training HOTLINE for datasheets and ordering information. Once again, thank you for your help in developing our sales team's capability to articulate HP's Computer Systems strategy. Good Luck! CSO Field Education