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HP Project and Portfolio Management: A closer look at 2 customer success stories

Bruce_R ‎10-04-2013 01:49 PM - edited ‎09-09-2015 02:51 PM


As the HP PPM team, we strive to achieve excellence with our product and help customers attain the best possible solutions for their organization. We’d like to take a moment to share some success stories and take a look at how customers achieved these successes. First, we’ll see how HP SW Middle East won the $864K ITM ELA deal with ABU Dhabi Islamic Bank and then delve into how Bank Simpanan Nasional powers IT with HP Project and Portfolio Management (PPM).


The importance of relationships



The Abu Dhabi Islamic Bank (ADIB) was established on May 20, 1997 as a Public Joint Stock Company and commenced commercial operations on November 11, 1998. In 2011, it was named the number one bank in the United Arab Emirates in customer service.  ADIB was seeking solutions to tackle the challenges with consolidation, Opex reduction, and enabling a faster time to market for new products. Despite ADIB being price sensitive and perceiving the deal size to be too big, HP SW Middle East won ADIB over with their value selling strategies.


Their strategy was to clearly understand customer pain points and requirements, and then deliver upon good ROI studies. They formed direct relationships with the CIO and leveraging executives. ADIB developed solid presales engagements on many solutions and obtained consensus from the various teams and stakeholders.

The team learned from this experience that value selling is much more effective than price positioning in closing the deal. Other keys to winning a contract are to build key relationships—not only at C-Level, but with all influencer teams.


Monitoring employee access


One of the four APJ HP Software customers honored by a listing in the 2013 IO Asia 100 Index is Bank Simpanan Nasional. This index highlights the top 100 regional organizations that have excelled through creative and innovative IT projects in the past year. Bank Simpanan Nasional (BSN) first started in 1902 as a post office savings bank and became Malaysia’s national savings bank in 1974. BSN now has 384 branches, more than 10 million customers, and approximately 6 million savings accounts.


With so many customers, the company strives to deliver new products and continuously improve customer management. To accomplish this, 4000 of their 6000 employees require access to Internal IT systems. This is a large number of employees with access. BSN found it increasingly difficult to manage and monitor change management and problem resolution within the IT function with an increasing rate of expansion. They decided to implement HP Project and Portfolio Management to streamline the management and delivery of internal IT projects.


With this implementation, they saw improvements in web and workflow based functionality of project management, this resulted in better service for end users. With HP PPM they were also able to deliver comprehensive reporting, which kept senior management better informed. They were also able to simplify approval and tracking process, due to the ability to attach documents. This allowed everyone involved to have a clear and full picture of each project.


 Overall, IT projects were completed 20 percent faster, IT team productivity increased by 20percent productivity and response time improved by 30 percent. On top of all of that, the project went live six weeks ahead of schedule.

 HP Project and Portfolio Management complemented the bank’s initiative to meet industry best practice in service management, thus boosting corporate reputation.


We take pride in our products and are firmly invested in helping our customers improve and implement best practices. Both these companies were able to better their service for end users, showcasing that HP Project and Portfolio Management really can take organizations to a new level of customer service. 

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About the Author


Bruce Randall has 18 years of experience in technology product management and product marketing, has authored numerous articles, whitepapers and other content, and has presented in multiple technology forums. More importantly, Bruce has enjoyed working with thousands of customers and technology stakeholders to better understand their problems and to address them with technology solutions and services.

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