12 Months In The HP Channel

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October 2012: Rebuilding The Services Business

HP unveiled new systems for managing Enterprise Services employees and matching them to customer assignments to overcome barriers caused by outdated internal systems, and the company said it will implement a new operational model for Enterprise Services in which salespeople for the unit's top 200 customers will be more accountable for revenue, cost and profit by 2013.

The company also unveiled HP Multivendor Services, a system for making life easier for partners that work with multiple vendors on data center maintenance services.

Under HP Multivendor Services, the company is training its call center staff to field customer support calls for both HP and non-HP products, thereby enabling partners to maintain relationships with clients for issues that fall outside HP's purview.

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