HP SPAIN ENTERPRISE SERVICES SALES UNIVERSITY.

MADRID 1-29 JULY, 2011

Friday 1 July

8:30 -9:30 Administrative documentation

9:30 - 10:00 Security Rules

10:00 - 11:00 HR Chat

Week 0

11:00-11:30 Welcome to HP by local leaders

11:30 - 13:30 Welcome to HP ES

13:30-14:00 Welcome Cocktail

14:00-15:00 Ice Breaker

Monday 4 July Tuesday 5 July Wednesday 6 July Thursday 7 July Friday 8 July

8:30 -10:30 Business and IT Organizations Business and IT Organizations ES: ITO Offering and Capabilities ES: BPO Offering and Capabilities ES: Apps/CMS Offering and Capabilities

10:30 - 11:00 Break Break Break Break Break

Week 1

11:00 - 13:00 ITIL and Service Management Project Management ES: ITO Offering and Capabilities ES: BPO Offering and Capabilities ES: Apps/CMS Offering and Capabilities

13:00 - 13:30 Break Break Break Break Break

13:30 - 15:00 ITIL and Service Management Project Management ES: Selling Outsourcing Services ES: Selling Outsourcing Services ES: Marketing

Monday 11 July Tuesday 12 July Wednesday 13 July Thursday 14 July Friday 15 July

8:30 -10:30 ES: Business Metrics and Sales Operations ES: Account Management (general part) ES: Government Account Management

10:30 - 11:00 Break Break Break

11:00 - 13:00 ES: Business Metrics and Sales Operations ES: Account Management (general part) ES: FSI Account Management
Week 2

13:00 - 13:30 Break Break Break Communication on business Basic negotiation skills

13:30 - 15:00 Exam ES: Account Management (general part) Revenue Recognition in Outsourcing Deals

15:00 - 16:00

16:00 - 19:30

Monday 18 July Tuesday 19 July Wednesday 20 July Thursday 21 July Friday 22 July
ES: Sales Support (deal governance, processes and
8:30 -10:30 HP PSG ES: Solutioning HP FS Alliances and Third Parties
tools)
10:30 - 11:00 Break Break Break Break Break
Week 3

ES: Sales Support (deal governance, processes and

11:00 - 13:00 HP SW ES: Solutioning Negotiating Outsourcing Contracts HP IPG
tools)
13:00 - 13:30 Break Break Break Break Break

13:30 - 15:00 Transferring people under Outsourcing Deals ES: Strategy and Planning HP ESSN HP TS Exam

Monday 25 July Tuesday 26 July Wednesday 27 July Thursday 28 July Friday 29 July

8:30 -10:30 Career Development at HP

10:30 - 11:00 Case Study Resolution

Week 4

11:00 - 13:00
Case Study Case Study Case Study Closure Event
13:00 - 13:30

13:30 - 15:00 Closure Cocktail

15:00 - 20:00