Enterprise Transformation - Publications - Faculty & Research

Web

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... View Details

Web

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... View Details

Web

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... View Details

Web

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)... View Details

Web

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... View Details

Web

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... View Details

Web

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... View Details

Web

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... View Details

Web

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... View Details

Web

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... View Details

Web

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:... View Details

Web

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... View Details

Web

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... View Details

Web

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... View Details

Web

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... View Details

Web

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?... View Details

Web

Amelia Angella Archives | Social Enterprise

Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 2 Results Boston-based alumni discuss income inequality, the... View Details

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... View Details

Keywords: Accounting Audits; Transformation; Customer Relationship Management; Cost vs Benefits; Marketing Strategy; Sales; Computer Industry

Citation

Educators

Purchase

Web

Hande Ilhan Archives | Social Enterprise

Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results Transforming Waste into... View Details

Web

Rea Savla Archives | Social Enterprise

Curriculum Social Enterprise Student Club Social Entrepreneurship Summer Fellows Technology for Good Transformative Impact Tri-Sector Impact 1 Results MBAs Accelerate Their Social View Details

Publications