HEWLETT PACKARD

HP engaged The Cicero Group to increase sales and further their understanding in the Public Sector: Federal, State and Local Government, and Higher Education. Through and extensive research process involving telephone surveys, online studies, in-depth client interviews, focus groups, sales team meetings, and secondary research amalgamation Cicero developed a customized sales training program for HP's sales executives. Sales trainings were vertical-specific and focused on primary mechanisms for HP to differentiate itself in the marketplace based on understanding challenges unique to the public sector: the client demands, the competitive positioning, and new market opportunities. Subsequent to the annual trainings, Cicero has continued to provide monthly webinar trainings based on continual market research.

To assist with HP's Sales and Marketing Strategy, Cicero developed a detailed company-specific strategy based on unique knowledge of the technology sector that was uncovered during focus groups, secondary research, online surveys, forums and conferences, and in-depth interviews with key decision makers. This strategy lead Cicero to then develop sales training modules, assessment tools, a target audience model, and value-added services for HP. Based upon success of these trainings, The Cicero Group continued to develop in-person training sessions as well as webinars to equip the sales force with relevant market information about its various verticals.