2026 HP Team

The Challenge

HP sales teams needed a unified and scalable way to access and interpret product ownership and attach data. Insights were fragmented across sources, there was no single view of what a customer already owned, and analysis was left to individual representatives, which produced inconsistent benchmarking from account to account. The practical consequences were reactive selling, missed cross-sell and upsell opportunities, and account strategies that varied by whoever happened to be running them. HP saw an opportunity to close that gap with a common framework that could identify whitespace, benchmark accounts against one another, and prioritize cross-sell, upsell, and renewal conversations before a quarter slipped away.

The Solution

The student team built an ownership analytics framework and delivered it as a Power BI dashboard. The methodology moves through five stages, turning historical sales data into a weighted target, comparing that target against current performance, applying an opportunity score, and surfacing the result in a strategic dashboard that reports quarterly target, prorated target, current topline, and percent to target for every product category. Rather than judging every account by a flat threshold, the team built a red-yellow-green scoring signal on exponential decay curves so that acceptable deviation scales with deal size: a $10,000 deal carries yellow and red thresholds of 25% and 30%, while a $1 million deal tightens to 5% and 10%, with the yellow line falling faster to create an early warning zone before performance becomes critical.

The team then layered an AI sales agent over the dashboard, organized around six insight categories — attach, account, product, deal and opportunity, external market, and internal market. Deliberately positioned as an assistant rather than a replacement, the agent lets representatives ask questions in plain language while decisions stay grounded in transparent business metrics and human judgment.

The Impact

The economic case rests on operational efficiency and revenue: the team modeled one-year and five-year time savings alongside attach rate gains of 1% over one year and 5% over five, and projected a potential revenue impact of over $1 million annually — enough, in the team's assessment, to make the project financially justified as well as operationally useful. Because the dashboard is designed to fit HP's existing Power BI environment and maintain continuity with dashboards the company already uses, representatives gain a consistent, proactive way to spot whitespace, assess deal structure, and manage customer relationships, with the AI layer accelerating how quickly those insights reach a sales conversation.