Your new HP Indigo press is installed, and now the focus turns to optimizing ROI. That’s when the HP Indigo Ramp UP team steps in to assure operators get proper training and have the confidence they need during the first months with their new Indigo press.
“We work with customers to get them producing as soon as possible. If we get customers off on the right foot, we help them deliver what their customers are expecting,” says Ramp Up program manager Bill McCafferty. As a program manager, McCafferty serves as a single point of contact to ensure a customer’s first four months with their Indigo press go seamlessly. That’s achieved through four days of on-site assistance working with an industry experienced Production Specialist, as well as focused guidance on supplies optimization, color management, advanced training, special application projects and more—all aimed at helping customers reach peak impressions and production targets quickly. ”The training our operators went to in Boston had great information,” says Cheralyn Wood, vice president of digital solutions at Jay Kay Press. “Our operators learned the basics of what was to be expected, what was outside the range, and got the confidence they needed to see that digital isn’t that difficult, it’s just something new.”
While the Ramp Up team works to get operators up and running, HP business consultants like Robin Walton work behind the scenes to get customers’ sales teams trained.
Business consultants divide their time between pre-sale support—letting potential customers know the depth and breadth of HP Indigo training available—and assisting existing customers with business development goals. Whether a business owns one HP Indigo press or 20, the business consultant works with customers on go-to-market plans, sales training, talk tracks and more.
“Now is a great time for customers to come to digital,” says Walton. “When companies are new to digital printing, their sales force knows how to sell conventional printing, but digital is a different animal,” he explains. “We provide a roadmap to success by training the sales force on the benefits of digital and putting them in touch with HP resources to help close those digital sales.” Those resources include online classes, online webinars, the Dscoop user’s group, on-the-road HP Capture classes and onsite sales trainings.
Mary Lynn Mikhail, vice president of sales and marketing at Soli Printing, appreciates the work her business consultant does to help her identify new uses for her HP Indigo press. “Our consultant Leon Clarin shares case studies and gives us food for thought on how to tap into new markets; then we talk and learn how to grow those relationships and enhance business,” says Mikhail.
The premier account team takes support a step further by choosing new companies every six months to be part of the HP Indigo premier account program. Through this program, dedicated premier account managers work together with local sales executives as partners on business development and customized solutions to help businesses grow.
"In this marketplace, we're not just selling digital printing to our customers, we're selling the HP technological advantage. Tools like online videos at myhpindigo.com and customizable marketing templates enable us to show how we have a product that is a cut above," says Susan Moore, president of DPI.
Premier account manager Tom Horan describes the process of helping his customers capitalize on their HP Indigo strengths: “We ask things like: What would it take to double your capacity, double your workflow? In a sense, we’re viewed as trusted advisors. We build relationships to achieve results.”
Horan helped one customer customize its press with unique production parameters, reducing cutting time by half. Another customer had coating and abrasion issues that affected productivity. After the HP team worked with the customer, the publisher was able to quadruple production.
A veteran of nearly 30 years’ experience in the printing industry, Horan says he’s never worked for another company as supportive of internal and external customers as HP. “HP is always on the lookout for technology and solutions to help customers, creating synergistic relationships and putting customers together to overcome common issues.”
Horan encourages customers to take full advantage of the HP Indigo Capture team. “Put us to work. Give us your challenges. We have the resources of a $130 billion company … a whole palette of assets, from account managers and sales management to technical resources,” he explains. “Invite us in, and you’ll be thrilled with the results.”
Want to learn more about how the HP Indigo Capture team can help you? Contact your local sales representative or visit www.hp.com/go/myhpindigoweb.
For every phase of your business, the HP Capture team is ready with out-of-the-box solutions. An industry-leading suite of business development tools, training and communities give customers the support they need to enter new markets, explore new opportunities and outpace competitors—profitably.
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