RSS
FIND A RESOURCE
I am looking for:
Lessons Learned in Co-Creating Account Plans With Your Customers (HEWLETT-PACKARD CASE)
Author: Jeff Schmidt, Hewlett-Packard Company
Presentation Handout | April 1, 2011
Hewlett-Packard has been investing in major upgrades to its account business planning process over the last few years. How to create plans jointly with customers has been one of the most important areas of focus, and HP's goal is to have this type of planning implemented at a scale like no other company - touching its top 2,000 accounts around the world. This session highlights the evolution of the co-creation process, main execution steps, roadblocks overcome and lessons learned along the way. Learn how to: * Initiated a co-creation process through internal and external best practises * Took the initial steps to seed the idea and laid the foundation for this type of planning * Set a 3-year strategy and prepared the organisation for this new way to collaborate * Managed the day-to-day evolution, creating tools and getting steady buy-in from teams * Accelerated progress and pushed the co-creation way of thinking to all parts of the organisation
Available to SAMA members only
Please Leave a Comment
Featured Resource
Strategic Account Manager Competency Assessment
SAMA’s new Competency Assessment Tool helps Strategic Account Managers understand and measure the necessary skills to work strategically with their most complex customers. By evaluating performance against a defined set of best practices, this tool helps SAMs and their manager/s build a personal development roadmap to achieve their desired results.
Featured Event
June 18-21, 2012 | SAMA University Northeast
Intensive, full-day courses with established SAM experts will expand your knowledge and capabilities to a new level of understanding. Come for one to four days of concentrated knowledge building and leave with a deeper understanding and an expanded toolbox of skills.
