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Strategic Account Mapping
Create a pipeline of £400k+ incremental licence business at up to 35% margin by combining the expertise of our Partners, HP and Avnet to create joint development plans and engagement within target accounts.
Key Objectives
- Create high margin opportunities for licence (i.e. 15% - 35%) and services (i.e. up to 90%+).
- To create incremental long term opportunities with increased revenue through joint analysis, planning, creating business value solutions & engagement of strategic customers utilising an “evolution” approach.
- To maximise portfolio breadth, increase customer spend and elevate such accounts to tier one “strategic” status within our Partners base.
- To reducing the risk of losing custom to competition.
Achieved By
- Combining the experiences and expertise of our Partners, HP and Avnet within specific target accounts. Partners must have a good understanding of each target customer, their pains and objectives and be looking to elevate them to tier one status.
- Using such information to analysis each account and create a series of recommendations on how HP Software can be developed within them.
- Providing all the necessary information, resource and sales tools to support Partners in their engagement, business case and closing of opportunities created through such recommendations.
- Establish continued engagement and evolution of such accounts in to the future.
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