Hewlett-Packard Company
	To prevent customers with older HP3000 technology from migrating to competitive systems, and to capitalize on the client/server opportunities within the HP3000 customer base, the Client/Server Initiative group within Hewlett-Packard Commercial Systems Division (CSY) asked Mueller International to develop and implement an Integrated Marketing and Lead Generation Program.
Primary research identified the true "buying motivators" and "positioning statements" that should be communicated to the market. This market intelligence information has been instrumental to the success of the program and has enabled HP to position the HP3000 as a client/server solution. This positioning parallels the strongest market trends. Generated 326 Class "A" and "AA" leads (HP3000 customers with immediate interest and committed budgets to purchase client/server technology) for CSY. Participating CSIs describe the lead quality from this program as excellent. Many millions of dollars of potential sales revenue have been driven into the CSI sales pipelines. 100% of the CSIs that are participating in this program are actively and enthusiastically involved in the program. The Closed-Loop Lead Management System developed and currently being implemented in this program is now considered by CSY to be the prototype for how to maximize the results of a marketing and lead generation program using a third-party reseller organization. Receive a presentation with a customized list of case studies!

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