HP- Computer Systems Organizations: Selling to Enterprise Customers. Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies

HP- Computer Systems Organizations: Selling to Enterprise Customers Case Study Help

Alternatives

Alternative 1: Changing the Sales Strategy

There are changes in internal and external factors, sales strategy needs to be redesign. As CSO began to compete in the market RISC chips are built for the ease of customers. There are also many other fields where the company can grow in terms of geographyand profit. All of these options require high capital investment and this is possible when the sales strategy will be changed to attract more consumers and generate more sales. The company also used this strategy before as red, green, and blue teams but these sales force used old techniques that did not create any change.

Alternative 2: Mid-stream Business

This is another option for HP for the expansion of the company. As the company performs traditionally as a supplier. The company can take the step to move to IT infrastructure and wide solutions for enterprise customers and by this, HP will become the value-added supplier. This will also decrease the cost and create higher value for customers.

Alternative 3: Migration

Although the company is performing well in downstream and midstream business there are some changes required for the migration strategy of the business. The cost of the company is huge that needs to be cut for future growth. The hardware supply of the company is trusted by people. The audit team also says that if the barriers are removed, then also HP should go with the control of vendor relationships. There are major changes required for serving enterprise customers and this is a good alternative.

Recommendations

Currently, the performance of the company is quite well and it is generating a large number of sales from CSO. The company is facing some problems with growth and development in a highly competitive market. Three options can be chosen by the marketing manager and his senior. The best option is the recreation of sales strategy because the company has strong brand loyalty and creating something new is a risk so, investing in salesforce will generate more profit and this profit can also be used for the future innovation strategy. Another option that has potential is migration. The migration is upstream to midstream to downstream. The hardware vendor relations should be concentrated by the company. The increasing customers’ requirements need to be fulfilled in these alternatives as discounting the prices and providing better services.

Implementation Plan

The implementation of these recommendations includes training for the sales strategy. The reconstruction is possible with new methods of training and development of sales. The old and traditional ways need to be removed in the selling process for the attraction of existing and as well as new customers. Behavioral changes and teaching sales force the evaluation of customers and their naturesare also required in this strategy. As there are implementations for sales strategy, the enterprise costumers’ alternative also needs to be implementedas the sales head said that we have to streamline for serving downstream, midstream opportunities and identifying a brand for upstream sales. Installinganother arrangement of measures for assessing the account; the board efforts is also a part of implementation................................

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