Product details

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Published by: International Institute for Management Development (IMD)
Originally published in: 1996
Version: 16.12.2003
Length: 19 pages
Data source: Field research

Abstract

The case follows Hewlett-Packard Europe''s (HP) effort to target the new and fast-growing retail distribution channel for its PCs, printers, and other computer peripherals. To succeed in the fast-moving consumer goods marketplace, HP must build relationships with retailers, requiring a rethink of many of its existing ''business-to-business'' processes and information systems (IS). HP asks Cambridge Technology Partners (CTP), a leader in systems integration with an unusual operating methodology, to build a new IS system for its retail account managers. CTP works on a multi-stage, fixed price, fixed schedule basis which allows it to routinely complete projects in months on which most competitors would spend years. CTP finishes the retail account planning system for H-P (named ''RAPID'') after minor delays. The case closes in June 1996 with HP starting to build internal consensus on the need for RAPID, and putting in place related changes to its people, processes, and structures. A version of the RAPID prototype is available and can be used to demonstrate some of RAPID''s features (IMD-3-0652-S).
Location:
Size:
USD12 billion Europe
Other setting(s):
June 1996

About

Abstract

The case follows Hewlett-Packard Europe''s (HP) effort to target the new and fast-growing retail distribution channel for its PCs, printers, and other computer peripherals. To succeed in the fast-moving consumer goods marketplace, HP must build relationships with retailers, requiring a rethink of many of its existing ''business-to-business'' processes and information systems (IS). HP asks Cambridge Technology Partners (CTP), a leader in systems integration with an unusual operating methodology, to build a new IS system for its retail account managers. CTP works on a multi-stage, fixed price, fixed schedule basis which allows it to routinely complete projects in months on which most competitors would spend years. CTP finishes the retail account planning system for H-P (named ''RAPID'') after minor delays. The case closes in June 1996 with HP starting to build internal consensus on the need for RAPID, and putting in place related changes to its people, processes, and structures. A version of the RAPID prototype is available and can be used to demonstrate some of RAPID''s features (IMD-3-0652-S).

Settings

Location:
Size:
USD12 billion Europe
Other setting(s):
June 1996

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