New HP Channel Chief: 'We Have A Formidable Strategy'

"We have a formidable strategy already laid out and, for me, it's to continue that strategy," said Adrian Jones, who Thursday took over the job as vice president and general manager of HP's Solution Partners Organization in the Americas.

The former McData sales executive is taking over for John Thompson, who vacated the post last November to take a worldwide post in HP's Personal Systems Group. Jones is among a number of outsiders that Chairman and CEO Mark Hurd has brought in to help run the organization.

Jones said that he was excited to take the position because of the momentum HP has gained in the channel with the PartnerOne program. "I think its a great channel today that we will continue to leverage and gain advantage from," he said.

He pointed to Attach Plus as being an important element in the program, but said listening to solution providers and communicating is what has been the key to making the program work. And he promised to continue doing that.

He said solution providers can expect to see him in the field constantly. "I'm five days a week on an airplane," he said. "It's about building relationships and trust with channel partners. I really believe in a lot of communication."

He said he planned to hold Webcasts every six weeks as part of his communications effort. He also said he planned to spend the next 30 days meeting with channel partners to find out what's working. "I don't want to just go to the best accounts," he added. "I want to go to the accounts that are the most challenging."

Jones, 40, was senior vice president of worldwide sales and services for the McData, where he handled OEM, end-user and channel sales for the storage switch vendor until its acquisition by Brocade. He spent 10 years at Quantum, where he was president of worldwide sales, including sales to OEM partners.

"Adrian's hiring signals not big change in our channel strategy," said Mike Larson, senior vice president and general manager of HP's Personal Systems Group in the Americas.

He said Jones brings experience working with value channels, as well as global and IT industry experience. That he does not come from the "cadre of channel executives" is not significant, Larson said. He noted that HP's previous channel chief, Thompson, also did not come from the channel. "I don't think to be a successful channel chief, you have to spend your entire time within the channel or come from the ranks of the channel," Larson said.

He also said that HP went outside the company to hire its new channel chief was more indicative of a change of strategy in recruiting executives than a change in channel strategy. "Since Mark has been here, there has been a little more focus on going outside the company and looking for the best person for the job," Larson said.