Wireless broadband helps HP salespeople boost productivity, responsiveness

Company information

"With wireless broadband, our salespeople are able to be more responsive to HP customers. That certainly results in more satisfied customers, and it probably results in higher sales. For most HP salespeople who travel frequently, the additional productivity gained would easily justify the cost of the monthly service fee. " — Lisa Chappell, Technology Solutions Group, Business Manager

Wireless broadband access is an essential sales tool for salespeople everywhere, including the HP sales force. When traveling, HP salespeople use HP notebook PCs and available Wi-Fi hotspots to access the Internet and the corporate network to communicate via e-mail with customers and the office or manage their business applications.

For many salespeople, that solution still isn't ideal. Sometimes a Wi-Fi hotspot can't be found. Sometimes a salesperson has to work in a location that's not convenient or private enough to handle their business information. Sometimes there may be a separate access fee involved, such as at many hotels.

A recent three-month pilot by 20 U.S. HP salespeople demonstrated the power of wireless broadband connectivity using HP notebooks equipped with a BroadbandAccess-capable PC card and service from Verizon Wireless⁽¹⁾. Instead of being forced to work only where there was a Wi-Fi hotspot, salespeople worked wherever the Verizon Wireless broadband service is offered. Currently, that's approximately 180 major metropolitan areas.

The service relies on Evolution Data Optimized (EVDO), a wireless radio broadband data protocol. EVDO cards can easily be inserted into HP notebook PCs with wireless card slots. Software installation and service activation with Verizon Wireless typically require just a few minutes. On January 5, 2006, HP made this capability using EVDO technology and Verizon Wireless BroadbandAccess even easier to tap, introducing the HP Compaq nc6140 notebook PC. The first HP notebook to offer embedded EVDO technology, the nc6140 notebook eliminates the need for and inconvenience of a separate wireless card, or the need to install software to connect to the Verizon Wireless network. (See sidebar.)

More productivity per week

HP salespeople who tested the wireless broadband service and completed a post-implementation survey estimated they gained two to 10 hours of additional productivity per week, with the average being about five hours. Salespeople used that time to answer more customer inquiries faster, stay better connected to the latest HP product and service news and simply get more done.

HP salespeople used the wireless broadband service in hotels, airports, taxicabs, client locations and in their personal cars.

"The biggest productivity gain for me is in airports," says Kathleen Denlinger, who leads the Technology Solutions Group Presales organization in the Americas. "I no longer waste time trying to get wireless LAN connections, and the time I spend at airport gates is now much more productive. The Verizon Wireless service is great, and it also saves the approximate $10 per day access fee that I've paid at some hotels."

Walt Hanza, who puts together end-to-end solutions for HP Personal Systems Group customers, was also pleased with the connection speeds. "I found that my Internet access and e-mail access using EVDO was comparable to my experience with DSL at home. The service coverage in my area was great, and I was able to get a connection nearly all the time."

Connection speeds and notebook PC facilitate 'real work'

Typical download speeds of 400-700 kbps⁽²⁾ allow BroadbandAccess users to quickly download complex files and view e-mail attachments. One HP salesperson said the speeds and his HP notebook enabled him to do "real work," not merely check e-mail.

Overall, 65 percent of the people who tested the service and completed a follow-up survey rated it "very good," with the other 35 percent rating it "good." Easy and fast activation was another plus for the Verizon Wireless service. Only one HP salesperson had difficulty with the activation, the result of a weak signal. Once service was activated, the person came back to the same area and connected easily.

Bottom line supports expansion of service

"We're still analyzing the data from the pilot, but the value of the EVDO network and Verizon Wireless service is clear," says Lisa Chappell, Technology Solutions Group business manager.

"With wireless broadband, our salespeople are able to be more responsive to HP customers. That certainly results in more satisfied customers, and it probably results in higher sales. For most HP salespeople who travel frequently, the additional productivity gained would easily justify the cost of the monthly service fee. For a lot of our salespeople, the service can be justified alone on the money saved in broadband access fees at hotels."