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.

Keywords
Retail
Settings
Europe
June 1996
Type
Field Research
Copyright
© 1996
Available Languages
English
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Teaching note
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