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Hewlett-Packard's Strategy for Business to Business eCommerce

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by IDC, Rob Rosenthal


Editorial Reviews
Book Description
Making the right sale to the right customer via the right channel, and using the right technology to do so, has required Hewlett-Packard to develop an all-encompassing channel strategy, including business to business (B2B). Integrating technologies with those channels has also been a challenge. Going forward, HP may have to decide which will be the central approach, potentially by product category and customer segment. "HP has implemented many important and difficult elements of a B2B strategy, while contending with a wide range of competitors and carrying out one of the highest-profile acquisitions of the last decade. The challenge now will be to increase international revenue coming through online B2B channels and to find the right balance between boosting order efficiency and providing value-added content." — Rob Rosenthal, senior research analyst, B2B Strategies



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