Adrian Jones, Hewlett-Packard, HP Solutions Partners Organization (SPO)

Channel Chief Name	Adrian Jones
Channel Chief Title	VP and General Manager, HP Solution Partners Organization (SPO), Americas
Company and Division	Hewlett-Packard, HP Solutions 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:	1
Number of years involved with indirect sales:	19
Number of employees in channel organization:	n/a
To whom do you report in your organization?	Mike Larson, Executive VP, Americas, HP Personal Systems Group
Does that individual report to your CEO/president?	No, 1 level removed
Describe your channel organization's major accomplishments over the past year:	During the past year, we've been focused on taking our sales strategy to the next level by engaging deeper with partners in the mid-market and public sector. We launched products and programs to assure tighter alignment between our partner business managers and partners in the mid-market, and we announced a variety of innovative mobility, storage, and MFP products designed specifically for the mid-market that give our solution partners more reasons to engage their customer base in this fast-growing segment. Weve also raised the bar in our partner collaboration, focusing on delivering enhanced simplicity, predictability and consistency to our partners. In the public sector, HP has taken a more focused approach with state/local education and federal entities, which has provided significant growth opportunities for HP and our partners. During the past year, we created a new dedicated state/local education sales organization. We've also shifted our strategic focus to take advantage of additional opportunities beyond contract-based sales. We're expanding our 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.
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:	HP channel strategy focuses on partner quality as opposed to quantity. Over the last year we have focused on investing in and working more closely with the HP partners that invest in HP. We continue to recruit and build our partner base, but it is done selectively to solidify our presence in targeted geographies, market segments or solution areas. One area of note is the focus on SMB. In October, HP announced several new tools and resources available to HP partners designed to help address the fast-growing small and mid-size (SMB) market. The new programs kicked off a series of SMB initiatives HP will announce throughout 2008 to make it easier for SMB partners to engage with HP. The programs, which include the 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. The initiative represents a significant investment in the channel and includes additional training support, financial incentives and sales coverage investments that provide more than 500 additional SMB solution providers with dedicated inside sales support. Together, HP's SMB-focused programs work synergistically to help HP's SMB-focused partners build a decisive and competitive business advantage. HP has also redoubled its efforts and commitment to its public sector partners by taking a more focused approach with state/local education and federal entities. HP created a new dedicated state/local education sales organization and we enhanced our sales focus to take advantage of additional opportunities beyond contract-based sales. We also improved our rules of engagement to drive predictability and we better aligned our strategic planning with the way our public sector partners do business. These collective enhancements have provided significant growth opportunities for HP and our partners.
Name the one individual who has had the most profound impact on your life:	Mark Hurd. His passion and commitment to the company and the channel as a path to greater growth and success has been both motivational and inspirational; helping me reach beyond what I thought I could achieve.
Please name the single most innovative initiative for which you were responsible for the past year?	In May, HP announced a broadening of its HP Channel Partner Co-marketing Program to support HP's integrated server and storage (ISS) products following a highly successful rollout of the program to support PSG solution sales in January. Based on HP's award-winning 'Personal Again' campaign, the co-marketing program was designed to promote and differentiate the value of an HP partner, while also helping partners build brand equity and grow business 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. No other vendor provides this level of promotional support. The HP Channel Partner Co-marketing Program represents another significant step in leading the market and working closely with the Channel to provide ongoing opportunities for our partners to grow their businesses in key local markets. HP is funding the program and is provide 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.
What were the key channel partner investments you made in the past year?	- Launched HP's unique Growth Accelerator program that rewards partners for increases sales; we recently enhanced the program to include more products and services - Extended HP's Channel Partner Co-marketing Program to include more partners and Metr
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. During the past year, we introduced 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 appreciate the fact that HP is investing directly in their success. HP also introduced the 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. The Partner TRAIN program has made it easier for HP partners to work with HP and has attracted partners who appreciate the fact they now spend less time away from building their business. Another example is HP's 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 our partners are selling more HP products and making significantly more money under the program, which is beneficial both to our partners and HP. We believe that new programs like those mentioned and being there to support our partners' as the industry evolves will continue to help HP attract new business partners and solution providers.
What is the greatest challenge you overcame in the past year?	Building a high energy and committed channel sales, operations and marketing team. HP has always had a great channel sales team, but this year we succeeded in driving this energy and enthusiasm throughout the HP channel organization, resulting in stronger support, a greater sense of urgency and a more aligned team that partners have noticed. Enlisting and maintaining CEO level support also, in no small way, was instrumental in driving this message home.

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