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HP is long-term cooperation? Partners have solutions? Partners and HP's cooperation with rows of whether it? According to the agent answers to these questions, HP will sign the contract with applicable type. These contracts in HP only on the basis of the original model do slightly changes.
In HP's opinion, and partner of cooperation has one of the keys to success is cooperation clear way. To different companies, no matter its use of the method of why method, the principle is must ensure that very standard of forms of cooperation and the concrete cooperation of the detail of the clear definition. Centralized or decentralization: hold the balance between freely
As early as in a year ago, hewlett-packard began to sort channels. Before, HP's channel policy is centralized management and center in Beijing, Beijing of the headquarters of the national market channel manager planning. This model is the biggest challenge in Beijing and it is difficult to know what the channel manager to the actual situation of each region. Therefore, this channel management way is hard to meet the different needs of each region. At the same time, another channel policy scattered completely method is also do not apply. By each branch of the leading channel policy easy to form local regime: each regional policy, contract in another district does not applicable, sales representatives only guarantee that its partners in this area of cooperation, and among different regions and easy to produce the contradiction.
HP tries to find a balance between them.
Channel after cleaning up the power of the central part of the HP down into local: each area is the general manager of both the regional channel manager duty, in general principles and the channel within the framework of the applicable to formulate specific in the channel policy. And the Beijing headquarters is the main channel for macro policies, for example, summarizes and partners seven kinds of cooperation pattern, and will in the seven mode as a standard, request specific channels based on the seven policy cooperation framework. https://www.51lunwen.org/norweign/
According to the division of the horizontal after HP and longitudinal according to industry division, according to its high-end partners in its national headquarters is located in eight regions in the position to make a "map", according to the "map", HP from headquarters to clarify their respective districts for these partner support responsibility, to ensure that the partners to provide better services.
At the same time, according to the "map", HP will also in each area respectively and its partners sign corresponding cooperation contract, the standardization of the efforts to further to further.
Through these division, the HP not only ensure the channel policy flexibility do not break again in chaotic, and its realization foundation still lies in standardization of the management system.
The open business model: always give the consumer the best
Today's business market has complex that no one company can satisfy all of customer demand, exactly which one solution is the best, the choice is to users. As Mr. YuZhenZhong said, this is a user control market. Trying to in this market control users, forcing users to buy the product is doomed to fail. HP's trying to provide an open platform, all the best of the manufacturer the most outstanding products can be combined in this platform, thus to give users the best solution.
Specifically, HP hope