Grp5_B2B_HP

Hewlett Packard-Computer Systems Organization: Selling to Enterprise Customers

Group 5 Chythra T C (14PGP014) Swati Khobragade (14PGP023) Pranav kumar (14PGP031) Surya kant (14PGP04) !evan"hu Ku#the (14PGP0$) Shi"hir (14PGP0%) &eena 'odo (14PGP10) onit *ena (14PGP111)

Case overview HP &ish to identify mar$et and organi'ational opportunities that might pro"ide gro&th &hile further reducing sales and support costs

• HP has to change the current industry-focused approach to selling to enterprise customers • Leap Consulting Inc. to audit HP’s enterprise customer management approach •  Audit o!ecti"es Identify the gaps  #ea$nesses %pportunities

“HPWay” • He&lett-Pac$ard founded in ()*) y +ill He&lett , a"e Pac$ard • ar$et leader / price0performance • HP is engineering dri"en1 competing on the asis of technological features •  #as not good in mar$eting • * larger usiness sectors2 measurement systems1 computer products1 computer systems • on’t ha"e organi'ation &ide culture. • Product di"ision focused on long-term profit o!ecti"es , in the field it focused on meeting short-term sales 3uotas

Problems • +uying pattern shifted to 4As , %6s caused increase in cost of sales •  #asting so much time on 7sales force treadmill’ 8e9hiit :; • Ha"e to optimise the return on sales efforts • to (=> of sales; • Change the current industry-focused approach to selling to enterprise customers

CSO Customers • Computer systems organi'ation8C of customers accounted more than @=> sales =.5-:== million order irect sale y HP sales reps B5> of producti"e time of C