The in thing: Outsourcing
Anne Livermore says Hewlett-Packard can be a "different kind of partner" as it moves deeper into managed services.
Livermore, who has been head of Hewlett-Packard's services unit for the past three years, earlier this month took on the added responsibilities of the company's high-end computing business.
Before the restructuring, designed partly to sell HP's range of
products more effectively to large organizations,
Of course, this promotion to lead what HP calls its Technology Solutions Group still could be seen as small potatoes by Livermore. After all, she was viewed as a top candidate to take HP's CEO post several years ago. But Livermore, a 22-year HP veteran who speaks with a hint of her native North Carolina accent, says losing that position to Carly Fiorina is "ancient history."
For now, Livermore says she's pleased to be leading HP's charge in areas such as business process outsourcing (BPO). The company recently entered this budding field, which involves farming out tasks such as payroll and invoice processing, by winning a contract with Procter & Gamble to handle finance and administration duties.
CNET News.com recently spoke with Livermore about the company's new structure, its BPO strategy and her own role at HP.
Q: Why the change in organizational structure?
A: The Technology Solutions Group will include a broader portfolio of
businesses for HP. It includes our storage business, our server
business, our software business and also our services business. A lot
of the focus is on how do we continue to drive market share and
leadership in each of the individual categories and yet at the same time how do we take advantage of the power of our portfolio when we are
competing against some of our more focused competitors who might not
have the strength and capabilities of HP.
It sounds a little bit like IBM's strategy. They are trying to market
themselves as if they are able to do everything at once.
HP is definitely not trying to be like IBM. We want to position
ourselves as a different kind of player, a different kind of partner in
HP is definitely not trying to be like IBM. |
With this change in the structure will there be layoffs?
No. We are trying to do three things. We are trying to accelerate growth
and to be able to have our sales teams be able to more easily sell the
overall portfolio that we have and bring that to the marketplace. The
second thing that we are trying to do is just to simplify our structure
and our organization. After we have been operating in this model for the
first two years (after the Compaq acquisition) as a merged company,
there were some things we thought we could do to simplify processes and
also to simplify the structure a little bit.
The third thing is that by having our sales teams integrated together, it allows them to sharpen their customer focus even more.
In the last two quarters the services growth lagged behind the
company's overall growth.
If you look back at the last quarter (ended Jan. 31), what you saw is
very different growth rates depending on the segment of the services
business. So the consulting and integration business in our first
quarter had negative growth.
Down 10 percent.
Yeah, down 10 percent.
But in managed services--and that is outsourcing--you guys had 27
percent year-over-year growth. What is going on there?
There's a couple of things. One is that HP has really been able to
establish as the new "tier one" player. So we are getting
really good market reception to HP, and we are winning bigger deals than we have won before.
If you look more broadly at the market, there are four things customers are looking for that we are able to provide to them as an outsourcing contract. They are looking for cost reduction: How can they reduce the cost of managing and operating their IT environment?
The second thing they are looking at is quality levels, how can they
We are winning bigger deals than we have won before. |
The third point is around managing risk. How do you ensure you have the business continuity, and if you have any security issues that those can be addressed? The fourth area has to do with being able to be flexible and adapt quickly. They wanted someone to help them be able to change their IT environment more quickly based on changes that are happening in the marketplace.
Do you hear the argument that IT is just getting too complicated
for us to handle and we do not want to worry about this?
Some customers will say that they believe they cannot keep up with the
change and all the technologies and knowledge they need to manage the
environments. I guess that is similar to saying it is too complex and
they want to have someone who is more of an expert and has the critical
mass and the scale advantages to take it over and manage it for them.
You just started moving into business process outsourcing as of last
month. Why did you go and offer P&G the finance and administration
service?
We wanted to participate in the BPO market in one focused area. One of
the things that you will see over and over again about the HP services
strategy is we will pick an area and we want to be deep and strong in
that area as opposed to being wide and thin. We took the same approach
with business process outsourcing. We chose one segment, finance and
administration, and we are building off the best practices and the
transaction processing engine we created inside HP for HP.
You mentioned that you can handle 4 million invoices per year. You
are outsourcing HP's own finance and administration operations into the services unit?
Yes. Just like we do outsourcing of IT operations, and finance and admin
for P&G, the CIO at HP has outsourced IT operations to HP Services,
and our chief financial officer has outsourced financial transaction
processing for F&A to HP Services.
How long has that been happening?
That just happened back in November. So in both cases, we took
resources that had been inside HP, just like you do in an outsourcing
deal, and transferred them into HP Services. So I have part of the
finance and admin team from HP who are now in our BPO practice.
What makes this an interesting market to you? Don't you risk having
lower margins with some of the transaction processing? Doesn't it
involve a lot of people, actually, at some point looking at pieces of
paper and figuring out what to do with it?
We think that one of the next big waves in the service industry is around business process outsourcing. |
Tell me what you are automating, for example.
Well, you automate the way you do the transaction processing. So how
you use document management systems, how you use the database and
archiving and search capabilities, how you automate work flow processes.
There is a lot of automation that can be done to something like a
finance and admin process.
Do you expect to go into other arenas also, besides finance and
administration?
We are focused on the finance and administration area. We are going to
continue to build that out. There are a few areas that touch finance and
admin that some people call finance and admin, and some people do not,
like employee reimbursement services. Some people do that out of HR.
Some people do that out of finance and admin. Some aspects of payroll,
some people do that out of finance and admin and some people do them out
of HR.
So those things that are gray around the edges we'll include, because it is important for customers who have that grayness. But we are going to stay focused in that particular area.
Can you give me any kind of targets for the amount of business you
expect to do in BPO this first year?
We have not put out a specific financial target associated with it. We
have a couple dozen request-for-proposals that we are participating
in right now and pursuing those opportunities that are well-qualified
leads. We are approaching it more like a start-up would. You are going
out and you are fighting hard for your first businesses.
How are you going to offer these things in terms of the work force?
Are you doing this out of your lower-cost facilities in India or China?
Our hub is in Bangalore. We also have some of the work being done out of
Guadalajara, and we also have a site in Singapore. We have one more
location in Spain.
I was curious about what it was like to not get the top spot at HP.
You were in the running along with Carly. Can you talk about what that
experience was like, and do you hope to run a company like HP at some
point? Is that one of your ambitions?
For me that is ancient history. I think Carly by far was very clearly
the best possible candidate the board could have chosen to run HP when
they made that selection. We have made just unbelievable strides. We
were able to successfully do the biggest merger in the history of the
technology industry and completely reposition the company as a result of
it. That takes a really strong CEO. I feel great about the decision
that was made for her to be the CEO because I think it has been a good
thing for the company overall.
And I feel like I have got one of the best jobs in the industry. When you look at the combination of things that I am responsible for right now inside of HP, it is hard to see a combination of things that have more growth opportunity for the business or more potential shareholder value creation than what we have got inside of the new Technology Solutions Group.