Stacey Wueste, Hewlett-Packard, HP Solution Partners Organization (SPO)

Channel Chief Name	Stacey Wueste
Channel Chief Title	VP of Partner Development and Programs, HP Solution Partners Organization (SPO)
Company and Division	Hewlett-Packard, HP Solution Partners Organization (SPO)
Markets Served:	Networking Software Storage Systems/Peripherals
Company's overall 2007 revenue:	$104.3 billion
Percentage of revenue from solution providers:	n/a
Number of years with the company:	12
Number of years involved with indirect sales:	10
Number of employees in channel organization:	n/a
To whom do you report in your organization?	Todd Bradley, Executive VP, HP Personal Systems Group
Does that individual report to your CEO/president?	Yes
Describe your channel organization's major accomplishments over the past year:	In 2007, HP was focused on engaging deeper with partners in the public sector and mid-market in the Americas. In the public sector, HP focused on helping its partners win state/local education and federal business and that focus has resulted in major growth opportunities for HP and our partners. HP also expanded its commitment to the public sector with a more collaborative sales engagement model, improved rules of engagement to drive predictability, and more tightly integrated planning with our public sector partners. HP also created an entirely new state/local education sales organization. For the mid-market, HP introduced new programs and products that better align our partner business managers and partners in the mid-market. HP also launched several new innovative mobility, storage, and MFP products designed specifically for the mid-market that give our partners more reasons to choose HP products when selling into mid-market accounts.
List up to 10 of your top products sold through the channel:	HP StorageWorks EVA Disk Arrays (SAN) HP Integrity Servers HP c3000 Series BladeSystem enclosures and BL460c blade servers HP ProLiant DL/ML Series Servers HP Officejet Pro L7000 series All-in-One HP Color LaserJet CM4730 MFP series HP Compaq 6710b Notebook PC HP Compaq dc5700 Desktop PC ProCurve Switch 8212zl ProCurve Switch 5400 Series
Describe how your partner community has grown over the past year:	2007 was about HP investing in and working more closely with the HP partners who invest in HP. HP continues to recruit and build its partner base, but it looks for partners who will help HP to solidify its presence in specified geographies, market segments or solution areas. The SMB space was a key area of growth for HP in 2007. In October, HP announced new tools and resources for HP partners who sell into the small and mid-size (SMB) market. These programs are only a preview of larger SMB initiatives HP will announce throughout 2008 to make it easier for SMB partners to engage with HP. HP's SMB Expressway partner portal, enhanced SMB training support, SMB Partner Sales Center and enhanced agent sales model support, complement and amplify HP's ongoing commitment to its other SMB-focused partner programs including HP Total Care for Business, the HP Channel Partner Co-marketing Program, and the HP-Microsoft Frontline Partner Program. HP's strategic focus on the SMB market also includes significant investment in additional training support, financial incentives and sales coverage investments to provide more than 500 SMB solution providers with dedicated inside sales support.
Name the one individual who has had the most profound impact on your life:	Mark Hurd. His ongoing and unswerving support for HP's channel operations have been instrumental in HP's continued aggressive growth in the channel. I continue to be awed by his vision and he has done much to expand my thinking about how to better serve HP's partner community.
Please name the single most innovative initiative for which you were responsible for the past year?	HP's Channel Partner Co-marketing Program has helped solution providers selling PSG and integrated server and storage (ISS) solutions promote and differentiate their value in their local small and medium business markets. The program, which launched as a pilot in 20 cities in January 2007, is now offered to partners in a total of 30 U.S. cities. As part of the program, HP is funding participating partners with dedicated program managers, campaign exclusivity for their selected Designated Market Area (DMA), and access to incremental funding for use with key technology areas that tie back to program product strategies. No other vendor provides this level of promotional support and the program has been a great success.
What were the key channel partner investments you made in the past year?	n/a
How are you attracting the next generation of solution providers?	HP has attracted committed partners with a unique mix of innovative partner programs, marketing support, sales and technical training, leading edge products and one of the richest services offerings available. All are critical for a solution partner's sustained success. In 2007, HP launched the HP Channel Partner Co-marketing Program to promote and differentiate the value of HP's channel partners and help HP partners build brand equity and grow business in their local small and medium business markets. Partners have also benefited from HP's new Partner TRAIN network to provide partners with a convenient venue for completing multiple sales and technical training courses at one time and in one location. HP also launched its Growth Accelerator program, which rewards partners for driving business growth in IPG and ESS products by compensating them as they reach a set percentage of predefined sales goals as defined by their historical HP sales data. Most of the HP partners participating in the program are selling more HP products and making significantly more money under the program.
What is the greatest challenge you overcame in the past year?	In 2007, partners noticed HP's efforts toward driving higher energy and enthusiasm into its channel sales and marketing teams. HP partners now see stronger support from within HP and share in HP's passion. Enlisting and maintaining CEO level support also, in no small way, was instrumental in driving this message home.

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