Hewlett Packards Global Account Management
Submitted by graingerk on 06/30/2008 05:21 PM
- Category: Business
- Words: 675
- Pages: 3
- Views: 4
- Popularity Rank: 10626
Hewlett Packards Global Account Management
Hewlett-Packard's Global Account Management
Hewlett-Packard Company (HP), is a leading global provider of computing and imaging solutions and services, and is focused on making its technology and benefits accessible to all. Hewlett-Packard's basic business purpose is to provide the capabilities and support needed to help customers worldwide improve their personal and business effectiveness. In 1991, Hewlett-Packard received approval to implement a pilot program based on a proposal for global account management (GAM).
Initially the GAM program was intended to empower the global account. GAMs needed to provide sales support by developing all aspects of the account from objectives, account plans, budgets and business development strategies. GAMs gave synergy by offering insight, regionally, to the needs of the customer. GAMs also shares best practices with others and shares with HQ opportunities and strategic issues. This program also smoothed out communications between regional and managers who saw other regions within their own company as competition. It also alleviated this competition and encouraged the sharing of best practices as a means of business development. Though some managers resisted as first, the program ultimately grew the company's success in the early 90's.
The role of the HAM was to provide an inside point of contact at HQ for the GAM. They were the main link between the global account and the account executive. Were they necessary? HAMs also supported the GAMs in the way of pricing and technology issues as well as developing the strategy for the global account. HAMs also traveled to some of the sites to provide the GAM a visible means of support for the GAM. The GAM and HAM collaborated more as the program because more accepted. More positive impressions of the team at HQ replaced the negative perceptions of HQ. The HAM became the "voice" at HQ for the region and while more HAM were being utilized, communication...
You must Login to view the entire paper.
If you are not a member yet, Sign Up for free!
