CASE STUDY: HP Exstream used DM to secure face-to-face meetings

HP Exstream, the customer communications management solution from HP, enables large organisations to create fully customised high-volume statements and bills, on-demand marketing, self-service web applications and personalized correspondence. It drives top line revenue and improves customer relationships while reducing costs.
The target audience is senior IT, finance, marketing, procurement and operations executives. And key sectors are financial services, utilities and telecoms.

The challenge
Despite being one of the largest IT services companies in the world, many people still think of HP as a hardware manufacturer. As a result, the HP Exstream sales team were finding it hard to reach the right people in some organisations.

When the HP Exstream solution was cited by Forrester as a leader in the Q3 2011 Forrester Wave report (Document Output for Customer Communications Management), HP Exstream wanted to communicate this achievement to prospects in order to raise prospects’ awareness of the HP Exstream service, and provide an objective overview of its key benefits.