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HP Inc’s Ng Tian Chong. image: Handout
A Singaporean Ng Tian Chong, fifty four, now heads HP Inc’s Asian business, overseeing the computer, printer, 3D printing and managed printing services for commercial and client organizations throughout the location.
He joins an elite and little community of Singaporeans who are leading the Asian company of global tech agencies.
They consist of Tan Yen Yen, president of Vodafone world commercial enterprise, Asia Pacific and Irving Tan, who become Cisco’s Asian head between 2014 and 2018 earlier than his present global job as (Cisco’s) senior vice-president and chief of operations based within the u.s..
Ng’s appointment in November terminal yr is respectable information to many aspiring IT leaders perquisite here since it has been a long while because an Asian has helmed the regional operations.
In TC, as he's popularly established, HP has a sturdy govt with intimate scholarship of doing commerce within the region and a deep understanding of the diverse enterprise facets of the organisation.
he is likewise a 30-12 months HP veteran with a comprehension of the working dynamics of a giant American multinational.
Ng is completely satisfied that an Asian is leading Asia because “Asia is my backyard”. he's supercilious that Asia is the fastest growing to subsist vicinity for the business, expanding with double-digit growth year on yr.
He wants to peer persisted growth. a crucial fraction to here is structure skill, he stated in his first interview as president of HP Asia-Pacific and Japan.
“I don’t exigency to seize growth as a right, that boom will proceed as if it's going to ensue by means of magic. I are looking to entangle the flush company opportunities however it can’t chance devoid of individuals,” he added.
skill administration is a key heart of attention particularly with millennials more and more making up greater of the staff. Millennials possess a different point of view of toil evolution from their predecessors.
extra HP employees may subsist provided alternatives to toil in distinctive countries, exposing them to varied job features and cultures. There might subsist greater talent discussions in addition to encouraging extra pass-border interactions as corporations rotate into extra world.
retaining talent is equally critical. here is where Ng turns to three fundamentals that he has gleaned from his three many years of working with HP and which possess shaped his leadership style.
The three are: having fun with the challenges of what he's doing; gaining the pilot of his boss and having a very pleasurable commerce culture.
His toil has raw the time been enjoyable and difficult, he spoke of. About ninety per cent of the time, bosses possess been decent, with mutual treasure for every different, he noted.
company culture is the status he positioned the strongest emphasis. He had joined the Hewlett-Packard enterprise 30 years in the past within the US after graduating in overseas commerce from Menlo school in California. The enterprise centered in 1939 became then an iconic Silicon Valley business.
despite the fact, the 2000s and 2010s had been seismic years, brought on by means of a number of acquisitions and leadership adjustments. at last, the company atomize up into two in 2015: Hewlett Packard enterprise sold the server and software enterprise whereas HP Inc took the laptop and printer enterprise.
alterations to the enterprise lifestyle possess happened but the roots possess stayed the same, pointed out Ng.
The leaves possess shed but current ones possess grown, “but the core fraction of HP culture which values integrity, possess faith and respect and teamwork, the HP values I begun with, are nonetheless present”, he stated.
These fundamentals possess convinced him to reside on in HP during the tumultuous years and at the very time as headhunters possess arrive calling with the pledge of larger pay, he noted.
“make stronger the HP lifestyle, outcome individuals seize joy in coming to work, the status there is mutual admire, integrity and teamwork within the toil atmosphere,” he stressed out.
leadership lessonsNg’s management vogue was additionally influenced by using one of the vital senior Asian HP executives in the Nineteen Nineties and early 2000s, when the country and regional heads then possess been helmed by means of locals dote Koh Boon Hwee, Alex Chan and Paul Chan, raw of whom possess long past on to become corporate stalwarts in Singapore.
There changed into likewise Lien Siaou Sze, a 28-12 months HP lifer who led HP’s international utility enterprise and became considered some of the world’s suitable girls leaders through Fortune commerce magazine.
Ng recalled that as well-known manager of commercial capitalize features, Lien become heading up the Asia Pacific and Japan features business. She became likewise the Hewlett-Packard company managing director of Asia-Pacific and Japan.
“She confirmed me that it’s feasible to subsist an Asian and manage at the most senior plane inside the Asian context,” he said.
“Siao Sze performed her own online game, managed the company and crew in her very Asian passage yet very effectively navigated HP’s international and regional teams,” he cited.
“She changed into very fine to the cultural nuances, unbelievable at structure compelling vision for the commerce and constructing potent teamwork,” he brought.
From Alex Chan who turned into then HP’s Southeast Asia managing director, he learnt that having executive presence will enable him to cope with his US counterparts, regional shoppers and local groups with no trouble.
He has assimilated these training smartly. Senior HP government Lionel Chng pointed out Ng’s figuring out of Asian cultural transformations and enterprise climates will outcome a positive possess an outcome on on team of workers, corporations and communities in the place.
“He welcomes different facets of views and has a powerful focal point on their shoppers and partners. His is strategic in his approach, encouraging a extravagant plane of collaboration together with his group,” talked about Chng, who grew to subsist Ng’s chief of team of workers this month.
Cecilia Pang who changed into with Hewlett-Packard for 19 years before leaving for a further commerce some years ago, has observed Ng’s progress from afar. She described him as a pacesetter who has been groomed within the values of the typical HP means, reminiscent of treating colleagues with believe and admire.
“however he has likewise proven his mettle in rising up to the challenges of the current HP era, embracing current company fashions and making the commandeer changes to circulate with the times,” she referred to.
For the americans he's mentoring, Ng wishes them to never to subsist horrified of dreaming tremendous and considering large.
“Be yourself. subsist supercilious of who you're, account your strengths and weaknesses, know your capabilities and crawl forward with self belief,” he spoke of.
He encourages more youthful managers to subsist empathetic. “hear extra and always are seeking to seize into account the other viewpoint first.”
computer industryMany would dependence the laptop industry as customary and jaded. Ng admits the trade is altering hastily but believes there remains scope for growth.
HP’s playbook is to find those niche areas the status purchasers are inclined to pay for aesthetics alongside respectable performance and performance. generally, shoppers want mobility, productiveness and protection, he stated.
With toil mixing into life and vice versa, executives demand functionality however likewise are looking to identify with gadgets that “horny” and unique. Ng points to 2 items which were announced late terminal yr.
The Spectre Folio, a computing device in a completely leather-based case, is designed to explore dote the leather valise gurus heave around.
In HP’s broad computing device catalogue, the Folio is aimed at consumers attempting to find a premium computing device adventure in its status of a vivid piece of machined metallic.
The very conception goes for the HP Tango, a cloth-covered instant printer camouflaging as a publication, which is decent searching enough to subsist positioned on the bookshelf in a front room.
through research and knowing purchasers’ wants, HP sliced the market into smaller segments to identify current purchasers. That changed into how it uncovered that there changed into demand for a premium orbit dote the Spectre Folio.
“We discovered these pockets of growth. So they developed current products on the top rate and at the entry level,” referred to Ng.
He delivered: “We additionally accept as loyal with the distinctive markets in Asia are pleasing, they must cater to them. so as a world brand, they must possess a local soul. it truly is why we’ve invested in design centres in Taiwan and in China.”
figuring out purchasers and appreciating the companionable traits can subsist key to HP retaining its boom. Fiscal 2018 was a superb performance for HP. It mentioned web revenue of US$58.5 billion, up 12 per cent from the customary year.
here's a remarkable efficiency, set towards the international backdrop of a flat workstation market in 2018. Figures from research enterprise Gartner confirmed lower than one per cent notebook multiply globally.
Work and the SAFMarried with five infants, Ng has endured with the Singapore military as a volunteer after completing his country wide service. preserving the rank of Colonel (NS), he is Chief of staff (Div Hub) to Division Commander.
How does he stability between both jobs? Time management is critical. HP occupies him during the day with the SAF toil coming after. There possess been activities when he has needed to attend SAF actions raw over the day, he said, but HP has been very supportive.
instructions on leadership and confidence picked up from the military were applied to his HP job and vice versa. The potential to control beneath disaster and control workforce, which he learnt from HP, has been whatever thing he utilized to his army job.
“I persisted as an SAF volunteer because I account in country wide provider and country wide defence and i are looking to play my position in it,” he talked about.
“it's my conviction. I actually possess been fortunate to subsist brought up in Singapore and in a secure ambiance. I are looking to play my part.”
Our second annual Additive Manufacturing strategies summit, held in Boston and co-hosted via SmarTech Markets Publishing, is in full fluctuate after Tuesday’s two featured workshops. This yr’s AMS experience, “The passage forward for 3D Printing in drugs and Dentistry,” now includes a track every for medical and dental 3D printing, along with a startup competition, an exhibition floor with 12 cubicles, and much more audio system.
the previous day morning, Lawrence Gasman, the President of SmarTech Markets Publishing, officially opened the summit, and had some enjoyable information to share – while ultimate 12 months’s AMS had individuals from roughly 11 countries, this year 24 international locations, together with 27 US states, are represented. Gasman mentioned that the hope is for the AMS zenith to subsist rooted within the complete healthcare trade, earlier than introducing Dr. Ali Tinazli, the pinnacle of Healthcare and being Sciences passage for HP and the day’s keynote speaker.
Dr. Tinazli has been leading HP’s company-extensive, world approach for Healthcare and life Sciences due to the fact that 2015, and even though he spoke of himself as a “3D print newbie,” spoke nowadays about “3D Printing Going Mainstream for fitness four.0,” with the leading theme situated around the democratization of medicine and the implications. he's currently engaged on a healthcare trying out ecosystem made from cell diagnostics and little microfluidic materials, and, as a self-proclaimed fan of expertise convergence, cited with admiration that an event similar to AMS wouldn't possess been feasible even a yoke of years in the past.
After giving a short heritage of HP, which celebrates its 80th anniversary this 12 months, and the passage it's “the utilize of know-how to outcome a higher future for raw and sundry,” Dr. Tinazli defined why 3D printing excites him; the factors consist of the indisputable fact that 3D printing is connecting HP’s core know-how, will likewise subsist used to customize items, and is additionally “the leaven for the fourth industrial revolution” through enabling quicker innovation. He mentioned that democratization is assisting to outcome applied sciences, similar to 3D printing, attainable to every person.
Dr. Tinazli discussed blended reality, the status the actual world tells us a passage to contour unavoidable things and they then utilize this counsel to automate and digitize it. an excellent example of this is using CT scans to construct clinical contraptions and implants, which can subsist then 3D printed and used on sufferers.
He cited that some particular megatrends (gradual-changing, transformative, world trends), such as decentralized healthcare and an ageing inhabitants, are indicating a metamorphosis in being sciences, which, when paired with 3D printing, could create some censorious alternatives for disruption in healthcare.
3D printing is reinventing industries and “making the soar to manufacturing facility construction,” and Dr. Tinazli referred to some of the economic justifications for adopting the know-how, reminiscent of:
while he cited that a few of his favourite 3D printing themes are art and vogue (like me!), Dr. Tinazli stated that healthcare is the oldest trade making the most of the expertise – current functions encompass skull patches, listening to aids, customized orthotics, prosthetics, insoles, and surgical planning.
He renowned four courses of mainstream healthcare purposes – orthodontics, dental prosthetics, listening to aids, and orthopedics – that notice a mixed four hundred,000 customized scientific contraptions 3D printed per day…an fabulous number, indeed.
Dr. Tinazli moved on to talk about probably the most many imaginitive companies using 3D printing for clinical applications, starting with the startup smirk Direct membership, which either can provide an influence kit at once to a customer’s home or has one in every of its faraway SmileShops scan the enamel in order to fabricate customized dental aligners. Dr. Tinazli mentioned that dental is in an “wonderful boom section,” and additionally mentioned nivellipso, a Swiss company that makes utilize of HP’s MJF know-how to 3D print dental molds.
considered one of Dr. Tinazli’s favourite examples is the customized earbud manufacturing solution that Formlabs debuted at CES 2018. He cited that the earbuds are made with the equal technology and workflow as custom 3D printed hearing aids are, which is an excellent instance of 3D printing solutions within the medical world being utilized to client products.
“The greater I find out about current technologies, the extra I arbitrator it’s concerning the consumer event,” he brought up.This became the excellent segue to the 3D printed UNYQ Align scoliosis brace, which is far more gratifying for teenage patients to wear for 24 hours than the usual braces, that are typically hefty and far too sizzling.
Dr. Tinazli observed, “user adventure, even in medication, not renowned during the terminal a long time, is getting superior.”
an additional example he brought up become HP’s FitStation platform, which is using 3D printing to carry individualized, customized-becoming shoes and orthotics.
“scientific functions can possess an strike on the client,” Dr. Tinazli observed.
The converse then moved on to element-of-care (POC) 3D printing, and the passage using 3D printed anatomical models earlier than surgery can reduce the size of the operation, which in rotate saves on can saturate and improves the affected person’s event and surgical influence. here's where full-colour 3D printing, which Dr. Tinazli referred to as “a powerful locality of HP,” may likewise subsist very beneficial.
He additionally touched on additional 3D printing functions that HP technology is getting used to make, such as more relaxed cranial helmets for children, prosthetics and sockets for braces, and eyewear.
using the Jet Fusion 4210 3D printer, Dr. Tinazli pointed out that it's going to simplest cost $700-800 for a entire build of 322 sunglass constituents, which makes it viable to sell them “at a earnings.”
moreover, the MJF 300/500 3D printer collection is able to outcome sun shades that possess custom designs, dote Minecraft-themed, and might even encompass QR codes to capitalize lessen the possibility of counterfeiting.
finally, Dr. Tinazli mentioned HP’s “newest child: metallic Jet Fusion,” which turned into delivered in late 2018 and allows companies to “dive straight into mass construction.” moreover, it may likewise subsist used for clinical functions, such as 3D printing surgical gadgets and equipment.Then got here the question and respond component of the keynote. someone asked what industries could subsist most instantly impacted by means of HP’s steel Jet Fusion; Dr. Tinazli answered that HP is going after knowledgeable clients in elevated expense mass markets, dote car and clinical.
an additional attendee requested about specific patient populations being checked out by HP.
“From 3D printing, they dissect it as extra of a B2B enterprise, and it’s as much as the companies they toil with,” Dr. Tinazli answered. “We wouldn't possess any immediate exposure to sufferers.”
He expounded on this reply extra perquisite through the subsequent query, when a facial surgeon in the audience asked about the complete workflow of 3D printing in healthcare, when it comes to practising technicians and physicians to outcome utilize of the gadget to fabricate personalized fashions, and if HP became doing anything to address the entire spectrum of care, in status of simply presenting the 3D printer itself.
“we now possess raw these internal debates about how deep we’re going into the provider,” Dr. Tinazli answered, pointing out that the company may very comfortably find itself in the carrier enterprise and competing with healthcare valued clientele.
“That’s why they examine it as B2B. in any other case they would subsist getting too near their purchasers…truly extra profitable, however at the second they don’t accomplish that.”
We’ll possess more to share with you from AMS 2019, so live tuned!
discuss this and other 3D printing issues at 3DPrintBoard.com or share your concepts under.[Images: Sarah Saunders unless otherwise noted]
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“Meet the current bosssame as the customary boss”-The Who
“’Cause hustlers hit the shroud when police change shiftsNew York, California different toilet, very shit.”-The Game
Every day I hear from entrepreneurs, angel investors and venture capitalists about an exciting current movement called “the consumerization of the enterprise.” They reiterate me how the customary expensive Rolex wearing sales forces are a thing of the past and, in the future, companies will “consume” enterprise products proactively dote consumers pick up Twitter.
But when I talk to the most successful current enterprise companies dote WorkDay, Apptio, Jive, Zuora, and Cloudera, they raw employ staid and big enterprise sales efforts that usually comprise expensive people some of who indeed wear Rolex watches. In fact, companies dote Yammer who originally started with current age models possess transitioned to more traditional enterprise sales approaches after experiencing the market without them.
So what gives? Are raw these smart people out of their minds? Has nothing changed since the early days of IBM? Some things possess changed, but others are exactly as they were.
The Order of Adoption Has Changed20 years ago, the technology adoption curve generally conformed to the following order:
1. Government, specifically Defense and Intelligence organizations.2. Businesses, with big businesses going first and smaller businesses adopting later.3. Consumers
Today things possess completely reversed. The latest technology goes to consumers first, followed by little enterprises that behave dote consumers, then larger ones, then the military. The stunning reversal is one of many profound side effects of broad scale Internet adoption.
In the customary days (before the Internet), no technology products were free, because distribution costs made it impossible to proffer anything without some commitment from the conclude customer. As a result, current technology adoption generally started with the deepest pockets (the military) and worked its passage down to the shallowest pockets (the consumer). Since the introduction of the Internet, many technology products can subsist distributed for free, and therefore possess some free or free visitation version. Interestingly, the order of adoption now follows decision-making accelerate rather than deep pockets. That is, consumers who can choose very quickly adopt first and the military — who has a notoriously complex decision making process — adopts last.
This reversal first initially stunned businesses. I recollect dozens of CIOs at big companies being shocked that it was easier to find things on the Internet via Google than it was to find things in their own companies. We’ve seen the phenomenon reiterate many times with the most recent being that it’s far easier to secure background information on complete strangers via LinkedIn than it is to know the skill sets and backgrounds of your co-workers.
Encouraged by the current trend, innovative entrepreneurs imagine a world where consumers find remarkable solutions to capitalize their employers in the very passage that they find remarkable products to capitalize themselves. In the imaginary enterprise, these individuals will then seize the initiative to convince their collegues to buy the solution. Through this method, if the product is truly great, there will subsist runt or no exigency to actually sell it.
The actual enterprise works a bit differently. Meet the current enterprise customer. He’s a lot dote the customary enterprise customer.
Meet The current Enterprise CustomerAt the D8 technology conference, Steve Jobs made a statement about selling to enterprise customers that many missed but was extremely insightful and revealing: “We want to outcome better products than them. What I fancy about the marketplace is that they accomplish their products, they reiterate people about them, and if they dote them, they secure to arrive to toil tomorrow. It’s not dote that in enterprise . . . the people who outcome those decisions are sometimes confused.”
Why are the enterprise people so confused? Why don’t they just quickly adopt the best products without requiring these complex sales processes?
Big Companies Don’t possess Credit CardsPurchasing anything in a big organization requires a rigorous justification process that generally culminates in a purchase order (PO). They accomplish not allow their employees to utilize their credit cards to buy technology off of the Internet. In fact, at many companies, doing so and attempting to expense it after the fact is a fire-able offense.
If you toil in a startup, you might wonder why big organizations don’t just dependence their people to outcome smart purchasing decisions. If an employee needs a current technology, why wouldn’t the company just let him accomplish the perquisite thing? There are many reasons:
1. The employee may not know what’s commandeer in the context of the larger organization. The more people in an organization, the more diverse the set of needs. If the organization purchases, for example, companionable networking software it must attempt to seize these needs into account.
2. The company may already own the technology or a similar technology. If you toil with 100,000 people, how accomplish you know what the other 99,999 possess already purchased? When EDS was a customer of ours, they had a $1B annual credit with Computer Associates. Computer Associates sells hundreds of products and is constantly developing current products (many of which can only subsist scholarly about via special meetings with the company). How would any employee at EDS possibly know about potential conflicts without a formal process?
3. The employee may subsist corrupted by side incentives – If an employee of a big organization can outcome significant purchases without review or proper process, it’s quite feasible that he will subsist corrupted by an agent of a vendor. For example, an enterprise sales rep might buy a networking engineering a current Porsche in exchange for a $10 million order.
4. Public companies must comply with Sarbanes-Oxley compliant expense controls. Generally, when a company designs its expense controls, it must possess in status a passage for approving significant expenses before they are made. If a company lets an employee outcome significant a purchase or even a little purchase that leads to a significant purchase on his credit card, that will violate the company’s fiscal controls, because the purchase was not pre-approved.
As a result of these and other factors, big companies employ complex processes to ensure that major purchases outcome sense. These processes generally span many different organizations and stakeholders. It is not unusual for a purchasing decision to comprise people from many different IT departments (e.g. development, security, operations) and commerce functions (e.g. Finance, IT, Legal). The decision often involves technical decision makers, economic decision makers, and risk management decision makers.
Often these processes are so complex that almost nobody inside the company knows how they work. Excellent enterprise sales reps will pilot a company through their own purchasing processes. Without an enterprise sales rep, many companies literally accomplish not know how to buy current technology products. A top notch enterprise sales person not only knows her customer’s process better than the customer, but will subsist skilled at characterizing the value of her product to each decision maker independently. This will involve product demonstrations, proof of concepts, complete return on investment analysis and even competitive positioning. The sales rep will toil with the various constituents to capitalize characterize the value proposition to their management teams.
Large Enterprises dote Their customary ProductsOne thing that raw big businesses possess in common is that they possess purchased a huge amount of technology over time. In fact, many of these technologies enabled the companies to become tremendous in the first place. Naturally, the technology deployed in an enterprise varies widely in age. Some of the systems are outdated, complex, and downright arcane. Nonetheless, once deployed, enterprises develop remarkable affection for the technology that runs their companies. They may complain about it, but dote an customary woman speaking of her spouse, the underlying fancy is far stronger than the criticism. And tremendous companies hope you to fancy their customary products too – by integrating with them.
But how accomplish you figure out which customary systems you exigency to integrate with and which ones you can afford to ignore? dote most things in the enterprise, it’s complicated. remarkable enterprise sales forces sort through the myriad of existing systems and capitalize pilot their companies to find the essential few.
People in tremendous Companies toil to LiveIf you toil in the technology industry and particularly in Silicon Valley, you become used to employees who toil tirelessly to improve their companies. It is not difficult to imagine one of these employees independently finding a current technology then championing it inside of her company simply because she wants her company to become great. Outside of technology and especially in very big companies, people generally don’t accomplish things dote that. Most big company employees dote to stay within the scope of their defined job. If they must outcome a selection between potentially advancing the efficiency of their employer via current technology or getting home to notice their 8 year old’s pee wee baseball game, it’s not a difficult decision. As a result, expecting them to adopt your product with no capitalize is probably not a pleasurable idea.
Final ThoughtsIf you are selling to consumers or companies that behave dote consumers, then poignant away from the customary channel models may outcome perfect sense. However, if you plan to sell to a big enterprise, sustain in intelligence that the current boss is the very as the customary boss.
Ben Horowitz is a partner at Andreessen Horowitz and the former co-founder and CEO of Opsware.
HP partner First is a channel partner program that provides resources and benefits for value-added resellers (VARs), systems integrators (SIs), service providers, hosting providers, independent software vendors (ISVs), distributors and other businesses that want to collaborate with HP Inc.
HP partner First Program members can access a orbit of benefits, certifications and fiscal incentives and discounts. The membership structure has three primary tiers: Silver, Gold and Platinum. Each of these program levels has its own set of requirements, benefits and rewards.History of HP's partner program
HP partner First Program formed following Hewlett Packard's companywide split in 2014, which resulted in two stand-alone organizations: HP Inc. and Hewlett Packard Enterprise (HPE). While HPE focuses on enterprise products and services, HP Inc. is centered on PC and printer technology.
HP partner First Program was rolled out in 2015, alongside HPE partner Ready Program. Elements of both programs were derived from HP's former partner program, HP PartnerOne. According to company executives at the time, initial design considerations included ensuring HP PartnerOne partners could preserve their investments in training and membership plane as they migrated into the current programs.
Since its launch, HP partner First has been updated to streamline the program. The tier structure, for example, was simplified to Silver, Gold and Platinum in 2016. That very year, the company likewise introduced three sales tracks to accommodate different channel commerce focuses: volume selling, global systems integration and specialized solutions.
After acquiring Samsung Electronics Co.'s printer commerce in November 2017, HP Inc. integrated the Samsung partner program with partner First. Samsung's printer commerce included A3 printer technology, a segment that HP identified as a major growth occasion for its commerce printing.Basics of HP partner First
HP partner First Program serves about 18,000 partners globally, according to HP Inc.
As of 2018, HP Inc. said it is looking to refine the global SI program within HP partner First and expand its demo purchase program.HP ISV partner Program
HP Inc. offers an HP ISV partner Program for ISVs in conjunction with HP partner First. ISV partners can access marketing, sales and technical advocate through two tracks: a Mobility Track to test and validate software products on HP's mobility portfolio and a Retail Track for access to HP's retail platforms.
According to HP Inc., HP ISVs are required to focus primarily on software evolution and HP's targeted markets. Additionally, HP ISVs must note a partner agreement, actively promote HP and participate in pipeline reviews and sales lead sharing. HP likewise asks ISV to confide to solutions training and a joint commerce plan with HP.
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