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All HBS Web
(830)
- People (2)
- News (212)
- Research (278)
- Events (1)
- Multimedia (2)
- Faculty Publications (133)
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Thierry Ibri Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results Leadership In Challenging Times: Thierry Ibri (MBA 1997)...
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Neha Panchamia Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results GNE Perspectives: Gearing Up for Challenging Times Neha...
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Kyle Angelo Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results Simple Lessons, Shared Values, and Unlocking...
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June O'Sullivan Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results SPNM Perspectives: June O’Sullivan, London Early Years...
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Joyce Wanderi-Maina Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results Leadership In Challenging Times: Joyce Wanderi-Maina...
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Damla Er Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results Leadership In Challenging Times: Damla Er (MBA 2016)...
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Brandon Moore Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results A Pathway to Public Service: Brandon Moore (MBA/MPP...
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Barbara DeLollis Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results New MBA Course Asks Students: What’s More...
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Angela Son Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results HBS Student Club Spotlight: Sustainability Club Angela...
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Winnie Karanja Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results Harnessing Energy, Collaboration, and Connections: A...
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Tatiana Theoto Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results Tackling food waste in Brazil: SE Summer Fellow Tatiana...
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Kaitlin Klaustermeier Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results From Learning to Teaching Business and Entrepreneurship...
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Devon Sanford Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results HBS Impact Investing Fund Makes First Investments Devon...
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Derek Soled Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results Exploring the Intersection of Business & Health Care:...
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Courtney Irwin Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results Entrepreneurship for Nutritional Equity: Summer Fellows...
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Bode Adunbarin Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results In Search of Affordability in Miami: SE Summer Fellow...
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Austin Boral Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results Civic Roundtable: Celebrating Public Service: SE Summer...
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Jerren Chang Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results A Day in the Life of a Social Entrepreneur and...
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- March 2000 (Revised February 2005)
- Case
Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers
By: Das Narayandas and Robert C. Dudley
In late 1996, Manuel Diaz, head of Worldwide Sales for Hewlett-Packard's (HP) Computer Systems Organization (CSO), is reviewing the results of an audit of HP's enterprise customer management approach with the objective of identifying market and organizational...
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Keywords:
Accounting Audits;
Transformation;
Customer Relationship Management;
Cost vs Benefits;
Marketing Strategy;
Sales;
Computer Industry
Narayandas, Das, and Robert C. Dudley. "Hewlett Packard--Computer Systems Organization: Selling to Enterprise Customers." Harvard Business School Case 500-064, March 2000. (Revised February 2005.)
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Reilly Kiernan Archives | Social Enterprise
Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 2 Results Reflections from SECON 2017: What's the Bottom Line?...
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