HP: quality and personality in every proposal

HP is a technology company committed to making the world a better place. With more than 80 years’ experience, HP creates innovations to make life easier for people worldwide. And with Winning Proposal, it all starts with a good proposal!

BrancheTechnology

Using since2019

“That you understand the client and what their needs are. And that you can put yourself in their shoes. That creates trust, which is very important.”

For several years, HP relies on Winning Proposal to create high-quality and qualitative proposals for their (potential) clients. This collaboration originated from the ambition to improve the sales proposition. “If you want to convince clients of a product or service you want to sell, it is obviously very important that you show that you understand the sector,” says Robert van ‘t Hof, Chief of Staff at HP Benelux. “That you understand the client and what their needs are. And that you can put yourself in their shoes. That creates trust, which is very important.”

Selling through partners

For HP, this meant revamping its proposals. It was clear that the first impression of the proposal plays a big role in the success rate. In their previous form, proposals were inconsistent and therefore not always effective. In his search, Robert came across many proposal solutions, but was most drawn to Winning Proposal. “There are several parties in the market offering a solution, but we immediately became enthusiastic about Winning Proposal. Also because of the flexibility and the model. We are an organisation that sells high amounts through partners, so it was important to us that somehow that could be integrated.”

Partners are key for HP, and it was essential that Winning Proposal involved them in the set-up. “How we look at the sales process is that our sellers first engage with a client and then put down a proposition. And that proposition is taken over by a partner who matches that with an actual product or service.” Being able to translate a proposition to a partner is easy and straightforward with Winning Proposal.

Qualitative and client-oriented proposals

Besides user-friendliness, design and appearance were also major aspects. “A proposal starts with the client’s challenge. Followed by: what are the trends going on in the market? But also: how can we then help that client?”, says Robert. Previously, proposals did not focus on the client, but on the product. This was changed in collaboration with Winning Proposal. “We then looked at what we want proposals to always look like, to give a uniform image to clients. A proposal that focuses on how we can help the client. With your help, a new design was created, which fully complied with our corporate brand guidelines.”

HP’s sales team works with Winning Proposal daily and is very pleased with the tool. Not only has the quality of the proposals increased, but the process of creating them was simplified and made more efficient. “A nice bonus. But in the end, what matters is: how does the client receive the proposal? And in that, we see very positive reactions.” Clients feel understood and see their wishes reflected in the proposals. The personalised approach has led to a significant increase in conversion, underlining the success of this transformation.

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Winning Proposal connects easly with all modern ERP- and CRM software, as SAP, SalesForce, Microsoft Dynamics, Afas, PerfectView, Okta, Zapier, Sugar CRM.