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Thursday, December 3rd, 2015
The problem – compounded in business-to-business direct marketing by the high degree of job mobility and the fact that the end users and the buyers are often not the same people – is Judith Kincaid’s to overcome.
Ms. Kincaid is worldwide customer information manager for HP, the Palo Alto, Calif.based computer company that had $38.4 billion in sales last year and that last month announced its goal of jumping from the No. 3 PC maker to No. 1 by the year 2001.
Ms. Kincaid, a 19-year company veteran who oversaw the construction of the company’s U.S. marketing database when she was U.S. database marketing manager from…