New structure establishes company’s first chief commercial officer and creates 10 new sales regions
PC and printer company HP Inc. announced sweeping new organizational and go-to-market changes that will coincide with the installment of a new CEO in November. The reorganization will break down the existing three regions around the world into smaller market geographies with the intent of creating greater consistency in sales strategies and operations with partners.
The Lowdown: Under the reorganization, Christoph Schell will become HP’s first Chief Commercial Officer overseeing the go-to-market strategies and operations of 10 new market geographies around the world. HP says Schell, in this new role, will advocate for partners and customers to meet changing market needs while maximizing growth opportunities across HP.
Each of the 10 geographic markets will have a managing director. According to CRN, HP is elevating North America channel chief Stephanie Dismore to oversee the new North America market region.
The Details: The reorganization is more than just a shifting of management functions and field resources. In a blog announcing the changes, HP says the goal is to create greater consistency in HP’s value proposition, pricing, and technology adoption. As part of the new Commercial organization led by Schell, HP is creating new global Centers of Excellence to drive the consistency and value to partners and customers.
The Impact: HP says the reorganization won’t have a significant impact on partners or their operations in the immediate future. The new organization will go into effect in November, coinciding with the takeover of the new CEO, Enrique Lores, who takes the helm from the departing Dion Weisler. HP has not announced a replacement for Dismore to lead the Americas channels. Chances are the reorganization changes are about reversing declines in the print business and European markets, as well as developing greater subscription– and service-based revenue models.
Background: HP says the reorganization is part of a multi-year effort by the company to evaluate and devise new strategies for stimulating growth, adopting new business models, enhancing partner relationships, and meeting changing customer expectations.
The appointment of Schell as Chief Commercial Officer comes as no surprise, as he’s a veteran of the HP organization. A native of Germany, Schell started at HP as an intern and worked his way up through the organization. He’s leaving his current post as the head of HP’s print and 3D business.
Weisler, who took over as CEO of HP when the company split with Hewlett-Packard Enterprise, announced his departure last week, citing family health issues. Weisler will step down from the CEO post in November.
The Buzz: “For the past year, we have been conducting a comprehensive review of our strategy and business operations – a process that has done nothing but feed our optimism about the future,” HP wrote in a blog announcing the reorganization. “Reaching our full potential requires us to develop new skills, embrace new ways of working, and focus on innovation and new go-to-market strategies. To enable this, we’re simplifying our operating model and becoming a more digitally enabled, customer-centric organization while also evolving our strategic priorities, including our business models, portfolio, and profit pools.”