Hewlett-Packard UNIX Server Division:
Sales motivation campaign

Customer
Hewlett-Packard

Challenge
Inspire the HP internal sales force to seek and win UNIX sales deals in competitive situations with Sun Microsystems so as to block Sun’s bid for a greater UNIX market share, while at the same time increasing HP’s own share.

Target audience
HP European sales force (later extended worldwide).

Solution
“HP Sun Block”, an incentive program that motivated HP internal sales representatives to compete for UNIX deals and provided them with all the tools necessary for success.

Results

• HP internal sales staff were highly motivated to win competitive
  deals from Sun Microsystems.
• HP was able to maintain its share of the European UNIX market
  throughout the timeframe of the program – despite intensive
  sales efforts by Sun.
• The program proved so successful that it was extended worldwide and became the basis for a similar storage campaign aimed against EMC.

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