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HP: When Two Complex Giants Meet?Selling in a Very Complex Environment
Author: Volkhard Bregulla, Hewlett?Packard GmbH
Presentation Handout | February 28, 2010
This presentation will relate the dynamics and best practices of leading the HP global sales team for a large and complex global corporation. The HP Client Business Manager must be very adept at representing its four major business units (P/L centers) and interface with a client of equal size and complexity. You will learn: * Dealing with the complexity of both client and supplier in a structured way * Organising the account team to reflect both the supplier's business unit organisation, the requirements of global coverage and complexity of client procurement interfaces * Motivating and managing a dispersed global team and assuring alignment * Creating executive relationships and reflecting the business unit structures of both corporations * Mega?deal development
Available to SAMA members only
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