HP Cisco Alliance(A) V1.pptx - HP Cisco Alliance(A Rageesh...

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HP Cisco Alliance (A) Rageesh R Kunjal Mehta Ajay Ashby Sebastian
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Problem statement HP- CISCO top management are committed to go ahead with alliance. But stalemate has reached due to lack of clearly defined ground rules, absence of detailed plan of action, cultural disconnect in decision making , lack of financial integration plan
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Alliance Manager Need to understand SWOT of both alliance partners Understand core competencies and values of each alliance partners Sales force engagement is challenging – sales force needs to be motivated to promote alliance Manage interdependencies and potential conflicts of interest Sound understanding of both partners technical capabilities
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Sales force engagement Develop the right sales compensation plan Count CISCO product sales towards HP’s reps quota Score card should reflect Revenue and profit associate with each business initiative At CISCO virtual sales teams compensated in part on HP’s resell of CISCO products
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