HP Case Study
The author of this report is asked to analyze a case study regarding Hewlett Packard as it appeared in a Harvard Business Review publication back in 2005. Upon completion of the analysis, the author is asked to answer to four major questions regarding Hewlett Packard and the challenges that they have face marketing to and serving enterprise-level customers. In order, it will be answered to what the problem statement is, what recommendations should be heeded by Hewlett Packard, the rationale behind these recommendations and the tactics that can and should be used as those changes and recommendations are implemented.
Questions Answered
The case study is fairly verbose and protracted but one major issue is focused on above anything else and it quickly and easily yields the problem that needs to be stated and summarized, that being that Hewlett Packard has encountered problems and challenges in marketing to and retaining enterprise-level customers due to their inability to truly cater to their needs and make them feel as though that they have a true partner that understands their challenges and the industry or industries in which they operate. Hewlett Packard has tried to address that by using things such as segmented teams using their color coding system and other tactics but there were challenges that came about including some customers complaining about not having specialized service and customization of their computing services and/or internal Hewlett Packard people including salespeople wanting to revert to the prior ways of selling to and retaining customers (Narayandas & Dudley, 2005).
As for the recommendations, they are easy to say but just saying it is not enough. Even for a global computing powerhouse like Hewlett Packard, being able to plug in the right computing solutions and the right people at the right time for all consumers can be difficult to pull off. Making matters...
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