The challenge
Hewlett-Packard (HP) aimed to enhance the strategic thinking and capabilities of its commercial directors, transforming them into true General Managers. The primary goal was to drive sustainable and profitable growth by strengthening strategic planning and execution within the organization. In particular, HP needed:
- Same quality across all the different countries
- Business management knowledge
- A reliable company that already has the expertise and the right people
“I like the word longer term. Success is based on longer term, you need to have consistency overt time to get good results and to make sure that what you’re building, will last forever.”
Pierre Jover, Vice President and General Manager Channel Sales PPS EMEA, Hewllett Packard
The solution
In collaboration with Mercuri International and PMI, HP developed the “Fly High Senior Management Development” program. This tailored initiative included:
- In-depth Analysis – Identifying key areas for improvement to align training with HP’s specific needs.
- Collaborative Consulting – Jointly developing targeted solutions to address critical challenges.
- Intensive Training – Focused sessions designed to enhance strategic planning and execution skills.
- Strategic Implementation – Applying acquired knowledge to real-world projects.
- Results Consolidation – Continuous monitoring and evaluation to ensure long-term impact.
The outcome
Post-collaboration results for HP
- Results first of all: from negative to positive profits. Year after year and not all of a sudden, of course. It took time, but the results came.
- Growing revenue while delivering profit. This was the best outcome, according to Pierre Jovar, because it was possible to engage the entire organization and be on the same page, having at the same time the Management engaged, which was a success.
- At the same time, people were promoted both within companies and outside in large companies. They have been able to grow in different companies and at different levels and this was great.
Hewlett-Packard (HP) is a global technology leader known for its innovation in personal computing, printing, and enterprise solutions. With a strong commitment to sustainability and digital transformation, HP provides cutting-edge products and services that empower businesses and consumers worldwide. From high-performance laptops and printers to advanced IT solutions, HP continues to shape the future of technology through reliability, efficiency, and innovation.
Conclusion
The Fly High Senior Management Development program empowered HP’s commercial directors with the strategic skills needed to drive sustainable growth and profitability. By transforming sales leaders into true General Managers, HP strengthened its market position, proving that investing in leadership excellence leads to measurable business success.
Video insights
For a deeper understanding of the program and its impact, explore a series of interviews with Pierre Jover, Vice President & General Manager Channel Sales PPS EMEA at HP. These videos provide a comprehensive overview of the program’s development, execution, and results, showcasing the value of strategic sales management training.
Why Mercuri – Why did HP choose Mercuri International/PMI.
Analysis – What analysis did we do to ensure that our solution focussed on the issues that would make the most difference to HP.
Consultancy – How did we work together to build the solutions.
Training – What did the training include.
Implementation – How was the program implemented.
Consolidation – How was the program consolidated.
Results – The financial results HP has measured from the program
Advice to Others – What advice HP gives to others who have a similar situation.
Outcomes for the Business – what has been the effect on the business.
Outcomes for the People – what has been the effect on the people.
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