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HP: Best Practices in Strategic Account Planning
Author: Jeff Schmidt, Hewlett?Packard Company
Presentation Handout | February 28, 2010
In 2006 Hewlett?Packard began taking major steps to evolve its account business planning process. This session highlights the process the account team designed, the lessons learned along the way and the steps the team is taking to move HP further toward collaborative customer planning. You will learn: * Ideas for launching and managing a truly global account planning process * Ways to involve the whole organisation and create more demand for better planning * How to move away from expensive, off?the?shelf planning applications and devise an in?house process to meet scalability and cost needs * Actions that link executive sponsors and sales managers to the planning process * Steps for helping account teams focus on customers' business needs and joint innovation * How to create a cycle of consistent innovation
Available to SAMA members only
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