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HP: Transformation of Strategic Opportunity Development
Author: Willy Suter, Hewlett?Packard Company; Hans?Rudolf Dervey, BENEfit COACHING SYSTEMS GmbH
Presentation Handout | February 28, 2010
Most members of SAMA have put methods, processes and tools in place for strategic account and opportunity planning. The key challenge they face is to transfer the concepts into their day?to?day sales activities, the lack of which results in missed opportunities to exploit an identified business situation ("demand capturing"). The Management of HP Global Accounts in Discrete Manufacturing has recognised this pattern and has taken action to improve based on careful analysis. You will learn: * How HP drives a "business value?centric" approach to large corporate accounts * How HP's global account teams align to politically complex client situations and orchestrate the naturally diverting interests of the HP internal business units * How to simplify and systematise the opportunity development process
Available to SAMA members only
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