Case Study

Hewlett-Packard Europe: Rapid development of a retail planning system with Cambridge Technology Partners

19 pages
October 1996
Reference: IMD-3-0652

The case follows Hewlett-Packard Europe (H-P)’s effort to target the new and fast-growing retail distribution channel for its PCs, printers, and other computer peripherals. To succeed in the fast-moving consumer goods marketplace, H-P must build relationships with retailers, requiring a rethink of many of its existing “business-to-business” processes and information systems (IS). H-P asks Cambridge Technology Partners (CTP), a leader in systems integration with an unusual operating methodology, to build a new IS system for its retail account managers. CTP works on a multi-stage, fixed price, fixed schedule basis which allows it to routinely complete projects in months on which most competitors would spend years. CTP finishes the retail account planning system for H-P (named “RAPID”) after minor delays. The case closes in June 1996 with H-P starting to build internal consensus on the need for RAPID, and putting in place related changes to its people, processes, and structures.

June 1996
Field Research
© 1996
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