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Business Partner Planning - HP

Business Partner Planning for HP

HP struggled to manage its SMB channel market effectively due to lack of account management and lack of proactive engagement with their channel partners. They also didn’t have a fully integrated business partner planning process that enables partners to focus on new products and solutions.

One of the aims of this project was the development of a vendor approach. This would bring together account planning and business partner planning to harness synergy effects through joint market penetration activities of the vendor and the tier 1 partners. As part of the process key initiatives were defined by HP and its channel partners, as well as implementation and adaptation of qualitative and quantitative KPIs in order to successfully manage partners

The outcome of the project was a defined planning process for selected key accounts which was supported with online tools to document and report on the planning process. COMPRiS worked with HP during the implementation process to ensure seamless integration of the new processes.