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Transforming Global Accounts Programs (HP)
Author: Alexis Langagne, Hewlett-Packard
Presentation Handout | May 15, 2011
In 2010, HP made the strategic decision to transform its global accounts program, with focus on account selection and prioritization, GAM program offerings and re-definition of HP's most strategic sales role, the Account General Manager. Specific examples will demonstrate the challenges and opportunities of transformation and key results achieved to date. Learn how to: * The key elements of a global accounts program and how they differentiate a company's capabilities * Lessons learned from design to execution * The process of developing accurate performance targets * How strategic account managers can leverage their GAM program offerings to differentiate their value proposition
Available to SAMA members only
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