Digital Transformation Consulting

HP Inc. faced significant challenges in adapting its sales training to meet the evolving demands of the high-tech sector, particularly as business customers shifted towards subscription-based models. This transformation necessitated a new approach to how products and services were marketed and how the workforce was empowered. Recognizing that workforce upskilling was a pressing challenge, HP launched HP University (HPU) to enhance the skills of its sales teams and channel partners.

The tailored solution involved creating a blended learning curriculum that focused on developing critical selling skills and deep product knowledge. HPU serves as a centralized hub for over 5,000 HP sales representatives and 50,000 channel partners, offering more than 400 courses in 20 different languages across 45 countries. The program transitioned from generic content to a data-driven, role-based curriculum that is customized to individual learning needs. More than 90% of the training curriculum moved from traditional classroom settings to digital formats, providing flexible, on-demand learning options.

The results of this comprehensive training initiative were quantifiable and significant. HP experienced a 2.5X increase in learning hours, a 198% rise in trained channel partners, and a 33% increase in trained sales representatives. Additionally, the company achieved a 25% reduction in sales training costs. A 360-degree annual assessment of the sales teams indicated a 7% increase in quota attainment, suggesting that enhanced training directly contributed to higher revenue. In fiscal 2024, 97% of sales representatives completed at least one training session, and those who participated were, on average, 12% more likely to exceed their quotas compared to their untrained peers. Furthermore, HP gained full ownership of the training content developed in collaboration with Accenture, allowing for cost-effective training of channel partners while improving the overall learning experience globally.