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 critical issue, HP launched HP University (HPU) to enhance the skills of its sales teams and channel partners.

The tailored solution involved a comprehensive, data-driven learning platform that transitioned from generic content to a centralized, role-based curriculum. This new model included over 400 courses available in 20 languages across 45 countries, with more than 90% of the training moving to a digital format, allowing for flexible, on-demand learning. The curriculum was designed to connect sales techniques with product knowledge, ensuring that training was relevant and applicable to real-world scenarios. For instance, entry-level sales representatives began with foundational courses and progressed to more complex topics, such as relationship-building and high-stakes negotiations.

The results of this initiative were quantifiable and significant. HP reported 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. The effectiveness of the training was further evidenced by a 7% increase in quota attainment year-over-year, with 97% of sales representatives completing at least one training session in fiscal 2024. Those who participated in the training 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 and an enhanced global learning experience.