>>from around the globe. It's the Cube covering HP. Discover Virtual experience Brought to you by HP. >>Welcome to the Cube's coverage of HP Discover. 2020. The virtual experience This year. I am Lisa Martin with the Cube, and I have a guest joining me from HP Financial Services during do marketing and business development later in the a p J region. Welcome, Dorian. >>Hi, Lisa. Thank you for having me today. >>Actually said Good morning. You're in Singapore. Great to have you here to talk to us a little bit about your role in financial services for HP. >>Yes, I lead the marketing and business development for Asia Pacific, Japan at HP Financial Services. Well, together my team, we need to create execute business strategies as well as go to market programs of collaborating with our HP and high value relationship partners to jointly developed no revenue growth and profitability. Goals that we all look to have >>in the last few months massive disruption with covert 19 disrupting business strategies district and go to market plans. What are some of the things that you have seen from that lens of helping customers from a financial services perspective? What have you seen since Covered Hit? Yeah. So from a business >>perspective, you know, corporate 19 has really, uh, intensified some off the what we really new in terms of the digital transformation that is so imperative in order to compete in today's very compatible. And of course, in that dynamic situation, we also see a lot of customers where the pandemic them they were trying to balance that with, you know, keeping the operations on as well as trying to still, um, you know, two the other show transformation initiatives. So all of that was, really, you know, taking away some of what they see in terms of the budgets where it's really quickly reading some actually delayed or, you know, simply just taking away. So initially we saw many customers who needed to boost the r. I T. Requirement very quick, sweet, in order to help their employees and auto whole remotely and to continue to support the business online. So there were a lot of off requirements in the initial face. At the same time, we're also seeing that what Christmas was trying to do, that a lot of this were unplanned. And so they had to look to how to do this, All this initiatives as well as you know, still keeping the cash. You know, two conservative for two, whether through the storm, whereby they are also seeing a decreasing revenue because of some of the lock downs and restrictions that basic. >>So given how dynamic this whole thing has been and how fast businesses in every industry and pretty much country of the world had to massively pivot or shut down. What are some of the ways in which HP financial services is getting creative to help your customers, as you said, kind of navigate shrinking budgets or budgets that are being quickly depleted? Well, at the same time, these businesses for financial agility need to have, you know, a big mind on cash flow. Yeah, so we saw >>that, you know, coming true. And a lot of customers was also Lou, looking to see how they could continue both their operations as well as you know, still keep that data initiatives going ahead. So a lot of customers, we're trying to figure out what's the best way they can do this. Ah, while you know, maintaining all of that and keeping all the logic. So we have together, Ah, two billion offer to help customers in order to try to the spirit. And it was true of various lease of initiatives that we have, including, you know, some flexible financing scheme that will allow them to take advantage off. You know, >>the >>the programs that we have while keeping the lights on, as well as speaking sure that they still have to cash to invest and, you know, and actually adopt and go ahead with the digital transformation strategy. >>Tell me a little bit about how your team actually helped to create some of those flexible financing financing options so quickly, given how fast everything changed, What were some of the conversations like within HP that you can share that led you to understand? Okay, this is where we can deliver creativity to our customers. >>Right? So there's a lot of off a discussion going on. I mean, a couple off very key areas, very few, that customers have very important needs. It's one you know, Ah, where the supply chains have been disrupted. And yet they have to keep your operational booster operations because a lot of people will work for men so that connectivity needs to be in place. That service needs to be upgraded, so definitely kernel they would need to upgrade the system. And so that's where you know we have our solutions able to help them bring in some off the, um, pre certified pre owned equipment to help them out. Great. And that can be done very quickly in the matter, off days or even, just, you know, weeks or days, and so they can update that very quickly. So we have a solution to help them to do that. At the same time, we know that you know, Cash is going to be very importantly, keeping the liquidity is crucial for the business. And so we have came together to a few off. What report in Europe program as well as you know, relief program will allow them to, you know, take advantage where they pay as little as nothing for three months or as little as 1% with reeling off this year. And, you know, differ most of the cost to lead a part. So so we We think this are the ones that you know customers really need to, because these are where they see some off. They are constraints in terms, off managing, both keeping their operations as well as the cache intact. >>And, of course, customers have to plan for what's happening right now. Which a lot of businesses you and I were in this this everyone work from home, and then they'll be a next phase where, depending on the type of industry, maybe certain job functions, we'll go back to the office and then they would be 1/3 phase where it's permanently. Some folks percentage large part, probably are gonna stay working from home. So your customers have to be ableto work with HP Financial Services to plan for those phases as you talked about, you've got a program to help them swap out equipment with a certified program. I imagine that's equipment ranging from laptops to printers to network and connectivity and security technologies. Right? It really spans the whole gamut of what HP delivers. >>Yes, so So you know, for us we are looking across the whole spectrum of I t. Um you know, we pride ourselves as we aspire to be the leader in 90 s at the conference, and that's really where our strengths because we understand you know, the value in each of these ideas sets, and it's not just a about, you know, conserving cash off any sort. But it's also about how to you acquire hole I t assets with the best solutions whereby you can use it and consume it as well. As you know. You are not back to a particular set of products and you get a chance to upgrade a sweetness. You need it. And also that's helps to customers in terms off, you know, enabling their strategies to go ahead with the Paris Ah, you know, Post covert 19 my half. So that's where we could help with, You know, various options for the customers >>are you seeing is HPC and increase in you waste because now there might be business is that, as you said earlier, we have to digitally transform to compete. That's no longer a nice to have what's going on from a assistant sustainability perspective. >>Yes, So from a um as companies innovate rate ah, lot of times the dose. Those are good innovations. But at the same time as you innovate, you know, there are also the downside off where you know, you create a different set of problems with this with the ways Ah, and a lot off. Sometimes innovations might take place. Well, sometimes you know, a celebrity trial and you might not perceive with those innovation. And that's where you might have read that in all extra I t assets, which was not be used. And that is really a growing problem because it always see 50 tonnes off the ways being created every year. And so, you know, a lot of customers are also telling us to say that you know how we can help them in this area, you know, And And this is really where HP Financial Services can do a lot to help because we strongly believe, you know, and recycling out cycling of our products and, you know, advocating the consumption versus the owns mentality, you know, And that's where our very solutions, really compelling to help to estimates pull, are thinking about, you know, innovations who are thinking about, you know, uh, getting yet this is transform. We have different ways to help them to do that. And a lot of times, that's where if you know, customers look to that it helps them, and not just about building out strategy as well as building a strategy that is committed to sustainability. >>And continuing on this sustainability topic, I imagine to one of the opportunities that customers have so work with HP and financial services is to streamline and simplify their environment. I imagine I think of it, you know, very simple analogy to spring cleaning, realizing, Oh, I haven't used this in a while. I don't need it. Talk to me about some of the ways that from a sustainability and a moving forward in the future direction perspective, your HP might be helping customers simplify their I t infrastructure is to reduce the amount of of technologies and devices that they might need to help them be more efficient as their business strategies has completely changed. >>Yeah, so So I mean, first of all, when a company looks to innovate and looks to adopt new technology, I mean, one of the key things that we probably will look to is how do you how to depend uses? How did consuming it and think about, you know, are there better ways that you can consume this? I t you know, Ah, it's not so much about having everything in house, and owning it is also about this. Is providing you the level of service that you need as well as you know, is that what's is required in terms off in the best way to manage Ah, you're financial agility in order to meet those requirements and so that that's probably the key for a lot of customers. We need to look at both balancing their financial requirements as well as you know, having the right strategy and contributing again to the sustainability post that they might have internally. >>As we look at HP Discover coming up you have probably a unique opportunity, with this event having to be completely virtual, of having customers in every industry in every region of the world now not have to travel. So expenses saved there talked about them being, you know, cash constraining budget shrinking. But you probably have the opportunity to talk to maybe a wider audience about what HP financial services can help customers achieve in normal times. And in these current tempt, talk to me about some of the things that that customers will have the opportunity to learn like many sessions that you're doing at Discover. >>Yeah, absolutely. In fact, I think this is This is one of the great things that's happening right now because everything is virtual anyone and everyone can go into discover when in, you know, in previous years, maybe they're restricted by travels restricted by timings and so, like even myself and all of you in simple we can't go into this. However, um, you know, any time and really enjoyed that. So I really would invite all the attendees to view our spot like sessions. Ah, which is reimagine your entire technology asset that deliver by our CEO of Robin. And also we have official session. That's in the women's leaders in technology whereby I'll see all Jericho talks about meeting, you know, true, did the recovery and of course not to forget. And obviously we have two more business talk as well. As you know, Are there more rooms that in the showcase, which, you know, I would recommend everyone to go visit >>terrific during Thank you for sharing what's going on with HP Financial Services in the time of Corbett. How you're helping customers adjust their business strategies and thanks for sharing the different sessions that they can attend and learn from at Discover. We appreciate your time. >>Thank you, Lisa. It was great having toe beyond the sessions. Yep. This my pleasure. >>Excellent. Minus well, for Dorian Brew. I'm Lisa Martin. You're watching the Cube's coverage of HP Discover 2020. Yeah. Yeah, yeah, yeah.

>>live from Seattle, Washington. It's the booth covering smartsheet engaged 2019. Brought to you by smartsheet. >>Welcome back, everyone to the cubes. Live coverage of smartsheet engaged here in Seattle. I'm your host, Rebecca Night, along with my co host, Jeff. Rick. We're joined by Anna Griffin. She is the CMO of smartsheet. Thanks so much for coming on the Cube. Thank you, guys for having me appreciate it. So you were your pretty new to this company. Joined in April. I'd love to hear, but you've also had an illustrious career in marketing. You've worked summers and big names, including Apple and Nortel and and Saturn. And you've also worked for Land's end and a whole bunch of different varied career. What attracted you to smart? >>She You know, it was interesting when I first got the call about smartsheet. I had never heard of it. And the way that it was positioned to me was super intriguing. I realized it was one of those a category that's just not established, but a category that has the potential to be the next big thing. And we're not even the potential. I mean, it will be the next big thing and, you know, I met with that was intriguing. But then, you know, I met with the executive team, and it was a perfect combination of a killer product, but a killer company. I can't tell you how special the leadership of this company is and their authenticity and their passion and their drive and their belief. It's so contagious. There's no way you would not want to be a part of it. So on, then, the privilege to be able to tell this company's story I feel like it is the best kept story. Not only in Seattle, potentially the world on I plan to tell the story and And what a gift it was. A great opportunity is a marketer toe have this type of opportunity. >>Well, we're gonna get into how you're going to tell the story. Okay, See you later. But so now you've been here a few months. It is your first ever engaged. What? What does he what are your impressions? >>Well, I wish I had been thio previous engaged to have something to compare it to. But the fact that this conference has doubled in size 4000 customers here and it's only its third show. I will tell you in the industry I've worked, you know, managing events teams for many, many, many years. Not a lot of conferences grow at this size, and Soto have 4000 customers here who are zealots. They are their passion for the product and what it's doing and what it's doing for there. Not only their companies, but their own personal careers. There isn't an empowerment story through their mouse that will just inspire you. So it's It's incredible. The energy here is really, really especially. >>Feel it, too. Way See >>it a lot of the smaller conferences, early days. That's why they're fun to be. Here were last year, when those 2000 it was adjacent to the to the office across the across the water. Exactly, but it is a really passion community, and, you know, Thio here, literal, literal cheers and claps at features. Well, it's great to see, like copy paste from one road to the other because it's clearly something that means something these people and that they have asked for and the company is delivered and really demonstrates, is listening to engage these crazy people. It's a great asset >>wave. That listening thing is huge, and I feel like that's one of the things. And I think it's why there is a CMO now. That's why I get the privilege to be the first CMO is because the customers said way need more awareness of this company. We need our our executives. We need lines of business leaders. We need i t to know who you are and the magic of what you do. We need awareness is gonna make it that much easier for us to get much wider adoption across these companies. If people know who you are and they know you know what you're capable of. So listening. That is one of the number one things we've heard. It's like awareness. They wanted awareness. So because it'll help make them more successful. So I think that was the catalyst for Okay, let's get a cheap Marty Officer, Let's go build >>that about you. What are you gonna do? What it wanted? Some of your top priority is to tell the story and to build brand awareness. >>Yeah, well, um well, you're the first thing was to really kind of Titan are positioning again. It's a great great products make great brands, and this is a great product company. But man were starting to do so much ward than just killer products. We're really getting into this enablement this, um right, transforming companies. And so I wanted to make sure we're positioned properly. And we're really positioning mawr in a more transformative altitude and the capabilities of what we can do. We have found we've spent way too much time talking about technology versus people versus what technology and people are going to do together. And that is the magic of what smartsheet does. It really takes platform a common platform that basically integrates with the Czech investment that you've already made with the systems of record that you already have pools that data out and then allows the people I work with that data all in a common really time, you know, application. And when you can marry those two things together that tech and people, that's when one plus one equals three. And so we call that that three is what we really call achievement again, Like everybody in our space is work work, work, task management, project management, the capability of smart shit Yeah, we do all that, too. But when you play in that transformative altitude, we're in a bling achievement and it enterprise wide level and achieve it like what your business can achieve. But this is the more special part. And this is where I get excited. Did you feel to tell this story is the achievement happens at a personal level to like again? I'm telling you when I talk to customers and I see what they're doing right, you don't understand. You have changed my career. I'm doing more strategic work. I am. I am seen differently in my company. I champion this, like all of a sudden, I am leading big teams. I went from this to this, and there they're empowerment is so big and so really that last mile of digital transformation is cultural transformation. And that's what this product does. And so job one was position. That's properly so we can tell that type of story and really put our solutions in that kind of light because that's what it does on then job to is to launch the campaign launches to the world. So we just launched two weeks ago, and it's a slow roll. I mean, we have hundreds of assets, it in place. So if I love seeing us on television, you know I love seeing is deeply in digital. I love some of the new interesting things that that we could do in media. But when our customers are saying that, you know they're seeing it a CMO like you high from it. Yeah, So it's fun. So jump to launch the campaign and the campaign is, well, we call the campaign can do you know we're positioning the brand as the platform for enterprise achievement. Number one Smart sheet is a platform, I think a lot of people, you know as it's grown. I mean, it truly is a platform, and it really is enterprise strong and wide. It's skills which is important, but its scales So everybody and a company can align organizational alignment to truly achieve something bigger aligned organizations do not fill. And so that's the That's the power. But I digress. >>No question that way >>you know, one of the great legs of your of your go to market strategy and your lead jen is your licensing formula, which enables me as the Spartan sheet licensee to engage lots of people, many outside my own, not by my own team, but my own company. And let them have access to this tool. What a smart, smart waiver. Whoever came up with that licensing strategy? What a great way to introduce the opportunity to use this transformational tool to ongoing and broad audience. >>Yes, your table is so exciting. When I was in the interview process and I was riding on a plane and clearly I had met with the company and I heard somebody in front of me was a consultant, one of the consulting firms who had met a complete stranger on the plane. And somehow Smartsheet came up that she was going you got Oh, my gosh, Smartsheet. This is like she was going. This is the best kept secret. We're using it with all of our clients. We heard about it through one of our clients. That wasn't one of them. We'll use it like Oh, my gosh, this is the game changer. I'm like putting >>my here in between the wayward. I put my hand it as it did You just say smart shape. >>Literally six people on the airplane, random people like, Oh, my gosh, we use it to It was the most surreal experience, and that was when I knew, like, Okay, I've got to be a part of this Coast special. Did a lot of people are now just getting that sensation of what this thing is capable of. And, >>well, it's funny to your personal achievement story. Reminds me of any time you know you got a new software company and whether, you know, centered alloy Dorian, Why, when those guys come in, they're making a big bet right there. Some new partner's gonna bet. Bet their career on this new technology. We've heard from a number of people how betting their career internally with smartsheet has changed their position in the company. Yes, for that today, a couple of times. So clearly you know it. It is an enablement platform for someone to, you know, grab on to the to the rocket ship and ride this Marchi wave thio new and bigger, better things, >>but but also her point about just even just participating in the technology. And then they're able to, as you said, work on more strategic work, be able to do more things in their jobs that have been catapulted them to new job. So it's not even necessarily betting on smartsheet bringing in smart cheat. But it is just just using smart sheet and then therefore they have more brain time. Yes, yes, oh, engagement we're talking about, >>right, right? You know, it is because we've been talking a lot about you know, some of the really scary statistics about how disengaged people are at work and how many people are ready to quit their job. And, you know, they've got all these blocks. Is menial roadblocks in their day to day existence that are that are negatively impacting their ability to want to do their job or but actually just want to be there anymore. And so it's It's like seems maybe to the outside, looking in some of these things by seem low value, but they're actually tremendous value. If you're removing these roadblocks so I can get my job done >>totally and love your job, you love your job. But know that the work that you do matters and I think so many people have lost that feeling like there's something about working and I don't know if it's the corporate world. But it has become such a grind, and that rare opportunity would like. I love what I do, and I know that it matters. It's a gift, and this is a platform that enables bad in people. And so I think that's when the fascinating things I've been spending a lot of time on the road with customers and I was at a very big multi national, big global agricultural company. And, um, Singer, Actually, I'm watching WAY Bet with probably 200 different Just what I would call power users across seven different you know, roll types like from I t toe hsc thio, you name it. And, um, every single one of them is like art. We're doing more like we are in power, like the engagement, the employee engagement in that company through the roof because every single person felt like were hurt. I have ownership, you know. I'm doing work. I'm taking it to a new level. And so you know, sure, there is a Thanh of operational efficiencies that are gonna come out of working with smartsheet. But I think the one to watch is what's gonna happen when your workforce is truly engaged and taking ownership of the work. Those were the good. Those are the companies that are going to have a higher retention. They're gonna have you. They're going to see something in that in that talent area. So this is more than just We're getting more work done and return on investment of our our our systems, like you're going to see you know what happens when your when your employees are empowered. >>Well, the word you didn't use his innovation that I firmly believe everyone wants more innovation, their company. >>But how do you do >>it? One of those? I think it's really simple. Lever on that is you just get more people more access to more data and then the ability to do something about it and open it up to all the smart people that see problem to different prisons in different opportunities. And that's where you start to get in. A leverage is amazing talent that you already have inside your four walls. >>But what is interesting about innovation, as I think sometimes the world so over rotates that innovation is gonna be that next killer line of code or it's going to be and they forget that the power of practical innovation like it's that Siri's of small collected things at out up, allowing your entire, you know, employee population to feel like they have the power to innovate us. That every person in the company has the power because the power practical innovation can lead to something Justus Big is the big already. >>Dev. Ops has shown that that's a better way anyway, right in software development, with the grand idea with the market development plan and the product development plan and the three year build cycle that's does not win against constant religious narrative improvement. Improvement, improvement, improvement, improvement. Yes, >>indeed. So you and you said this earlier and I saw it on your Lincoln to the last mile of digital transformation is cultural transformation. How do you describe the culture at smart shape now? I mean, we've talked about the evangelical customers Yeah, about with in smartsheet itself. >>It's, um it's pretty special. Know what you're gonna say? Of course. And see him? I was gonna say special, but it is. It is rare when people everyone comes to work with this belief like this true belief that they are They have the power to influence something and touch something that's going to do something great for other people. And I think that's what eyes, the most specialised. They they're not just doing it for themselves. They know they're doing it for others, like they know they love these guys. Every single person in the company loves that customer like the love ability, They love the customer, and they feel like they've got to do their best work so their customer can do something great with it. You know, they really understand that, and that's Ah, it's an incredible place to wanna work when you, when you feel that way but toe love your customers. I think that's why our customers love us back and to be loved. You must first love and because they love you know, it's it's >>rare. Well, congratulations. It sounds like it's a great role and you're in the right place. And I can't talk to you next year and hear more about can do and and all of the wonderful things you're doing. Thank you. Thank you, guys. I'm Rebecca Knight. That wraps up the cubes. Interviews. Stay tuned for our rap of engaged 2019 you're watching the Cube