Message-ID: <860767.1075849626951.JavaMail.evans@thyme> Date: Thu, 14 Dec 2000 02:51:00 -0800 (PST) From: matt.harris@enron.com To: sarah-joy.hunter@enron.com Subject: Re: HP -- confidential internal document Cc: dale.clark@enron.com, jennifer.medcalf@enron.com, patrick.tucker@enron.com, peter.goebel@enron.com Mime-Version: 1.0 Content-Type: text/plain; charset=us-ascii Content-Transfer-Encoding: 7bit Bcc: dale.clark@enron.com, jennifer.medcalf@enron.com, patrick.tucker@enron.com, peter.goebel@enron.com X-From: Matt Harris X-To: Sarah-Joy Hunter X-cc: Dale Clark, Jennifer Medcalf, Patrick Tucker, Peter Goebel X-bcc: X-Folder: \John_Arnold_Nov2001\Notes Folders\All documents X-Origin: ARNOLD-J X-FileName: jarnold.nsf This is an excellent update. Thanks for putting this together. Dale/Patrick - lets regroup on how we want to move this onward. Seems like SJ's suggestion of our spending more time with Bill Dwyer is a good one. Thanks Matt Sarah-Joy Hunter@ENRON 12/12/00 02:42 PM To: Matt Harris/Enron Communications@Enron Communications cc: Patrick Tucker/Enron Communications@Enron Communications, Peter Goebel/NA/Enron@Enron, Dale Clark/Enron Communications@Enron Communications, Jennifer Medcalf/NA/Enron@Enron Subject: HP -- confidential internal document Matt: As GSS Business Development transitions the HP relationship for broadband to your team, there are several issues I wanted to clarify in terms of how the relationship has been developed and who the contacts have been to date. Additionally, I outlined the discussion points/action items from this morning's meeting you held with Jennifer Medcalf and myself. Per your request, the HP presentation complete with a listing of HP's business partners was e-mailed to you this morning. HP contacts to date: Bill Lovejoy, Western Gulf Area Sales Manager Houston, TX #(713)-439-5587 (Gerry Cashiola's boss) Gerry Cashiola, sales representative Houston, TX #(713)-439-5555 (To date, HP person coordinating the relationship--seeking a short term play) Greg Pyle, Solution Control Manager Southeast Region Austin, TX (#(512)-257-5735 (Pyle has been playing the business developer role but continues to defer leadership of the process to Gerry Cashiola) Daniel Morgridge, Manager of Internet - E-Services long term alliances Austin, TX #(512)-257-5736 (Interested in E-services/wireless longer term alliances) Bill Dwyer, Chief Architect, e-Services Solutions Cupertino, CA #(408)-447-5240 (To date, clearly the most knowledgeable person on HP's business propositions; strong technical, financial background to craft value propositions. Gerry Cashiola and Greg Pyle deferred to his judgement in the 11/16th meeting) Matt, On November 10th, GSS Business Development took HP through a tour of Enron's trading floor, the gas control center, and the peaking power plant unit center on the trading floor. This tour was one meeting, amongst several, held in October and November to provide HP a full overview of Enron's products and services and introduce them to appropriate contacts at Enron (EBS, GSS buy side -- Peter Goebel). On November 16th GSS Business Development, Patrick Tucker, and Dale Clark outlined 3 possible EBS/HP focus areas -- connectivity, storage, and wireless. Three EBS action items were defined in that meeting: 1) HP was to provide an HP contact on connectivity (to date, Gerry Cashiola has stalled on providing this). Sarah-Joy will continue to pursue this information and get a sense from Gerry Cashiola of what he means by short term opportunity. What is HP's time horizon for short term? 2) EBS and GSS/BD was to facilitate a conference call on Storage with Ravi to explore size and potential scope of opportunity (completed 12/8) 3) GSS/BD was to facilitate a conference call with Peter Goebel, GSS IT Sourcing Portfolio Leader (set for 12/14) In conversations with you, Jennifer Medcalf and myself this morning, several decisions on forward-looking strategy with HP/EBS were confirmed: Gerry Cashiola has been unable to take control of the process. More importantly, despite numerous visits to Enron in which he has had overviews of Enron's products and services; met with Peter Goebel and his team on the GSS buy side, and participated in an Experience Enron tour, Gerry has been unable to define an HP business proposition. The coordination between Cashiola (short term initiative) Morgridge (long term, 12-24 months) has remained unorganized. These initiatives need to be developed separately. Clearly, the conversations with HP need to be elevated to a more senior level so EBS can work with HP decision makers who can move the relationship forward at a strategic level. As the relationship is developed at this strategic level, shorter term opportunities will crop up along the way. But Gerry's short term plans will not be the focus of the EBS/HP relationship, rather a by-product. To facilitate this process of elevating the relationship, Jennifer Medcalf and I are following up with Bill Lovejoy and Greg Pyle. Lovejoy's boss is Dan Sytsma, VP of HP's America's Central Region. In the conference call Thursday, 12/14 with Peter Goebel and HP regarding wireless initiatives, Peter will support the GSS/BD push for the HP/EBS initiative by reiterating the following two points: a) Enron is already an HP customer; the onus is on HP to move forward on the process of building a strategic relationship (IBM and Lexmark are only some of the HP competitors who could push them out of the running) b) HP's ability to bring the right people to the table will influence HP's business relationship process with Enron Patrick Tucker and Dale Clark could build their relationship with Bill Dwyer, Chief Architect e-Services Solutions, (met at the meeting 11/16) in the near term. Perhaps, plan a visit to Cupertino, California to see Dwyer in person. We look forward to continuing close collaboration with your team on this and other opportunities. Sarah-Joy Hunter Enron Corporation Global Strategic Sourcing - Business Development #(713)-345-6541