HP Success Snapshot
“We’ve seen numerous examples of account teams having uncovered new customer insights by using RAP/Satmetrix. Satmetrix has allowed our account executives to quickly analyze and turn customer feedback into action plans that generate results.”
– RAP Program Manager
Increasing Revenue and Competitive Advantage in Key Accounts
The world’s largest technology company, HP’s portfolio spans printing, personal computing, software, services and IT infrastructure.
Challenges
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Share of Wallet: After acquiring a number of technologies in recent years, HP wanted to form deeper, “stickier,” and more strategic relationships with its customers, creating more opportunities to sell its complete product and services stack.
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Differentiation: HP wanted to provide a differentiated customer experience by focusing on areas that were most valuable to the customer.
Results
Satmetrix is the foundation for HP’s Relationship Assessment Process (RAP), a program that supports the sales team’s account management activities, helps align priorities and resources, and provides an aggregate view of customer relationships, plus trends and insights.
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Revenue: Satmetrix solution drove 2X account growth
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Sales Funnel: 100-150% growth
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Trusted Partnership Status: 15% improvement
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Vendor Performance Rating: 13% improvement
- Customer Loyalty: 8% improvement
Technology
Expertise
Results