HP restructures around customers

Staff numbers remain the same but skills have been 'realigned'

Hewlett-Packard New Zealand has restructured in line with the company’s new global strategy, combining all existing “customer-facing roles” into one unit, the customer solutions group (CSG), under the control of country manager Keith Watson.

CSG will be responsible for delivering end-to-end capabilities, providing a single point of contact for customers, says HP. Staff numbers remain the same but skills have been “realigned” to fit the new model.

There will be three major areas of focus: public sector, enterprise and small to medium-sized business, which currently makes up 90% of HP’s New Zealand business. Each of the focus areas will have its own profit and loss account.

A solutions partner organisation has been formed to focus on channel partners, including HP’s enterprise-class partners.

“This is the first major corporate change since the merger with Compaq,” says Jeff Healey, who takes on the role of enterprise and corporate marketing manager under the new structure.

“We’ve been given the ability to tailor the global structure to our size using the global guidelines, but in a way that makes sense for the New Zealand market. For example, it was recognised that we have a particularly strong channel group,” says Healey.

Healey says HP’s target is to increase the New Zealand business at twice the rate the industry grows at.

Mike Hill, who reports directly to country manager Keith Watson, heads a new enterprise sales team focused on the top 50 “named accounts”.

Gillian Dymock, previously HP’s services sales manager, moves to the new role of CSG cross segment sales manager, and will focus on specialist resources, which will be deployed as needed, rather than, as previously, be tied to specific areas. Dymock’s team will work alongside the enterprise and channel sales teams.

Specialist technical staff will be headed by Phillip Martin, while Simon Tong is general manager of the technology solutions group.

Marketing, too, has been realigned under Healey, to focus on vertical markets with advertising geared to market segments rather than products.

“We’re just now getting into the operational detail,” Healey says. “We’re getting the goaling and funding right. We’ve spent the past week explaining the new model to staff.” (Plain English translation: what Healey means is agreeing sales targets and incentive/bonus schemes with the staff affected — The Editor.)

The New Zealand operation continues to report into Australia.

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