HP Channel Chief To Dell: Actions Speak Louder Than Words

"Many people can stand on this stage and claim they are a channel company," Adrian Jones, HP's vice president and general manager, Solution Partners Organization Americas, told XChange 2007 attendees during the vendor's World Premiere Monday in Orlando. "Many people can claim that they are going from a direct model to a channel model overnight and get headlines in CRN tomorrow. It's taken 25 years for HP to become a channel company. It's taken us 25 years of investment in the channel. And I can assure you that we are not done yet."

Jones cited HP CEO Mark Hurd's comments last week about investing more in the channel as Dell prepares to launch a major channel push. "We have 140,000 resellers," Hurd said. "We have 80,000 retail outlets. [The channel] is a key part of our distribution strategy. What you'll see is we'll be spending more time, more effort with the channel, not less. When you look at the attractiveness of that distribution channel, I'm surprised more people don't try to leverage it."

David Dechant, CFO of CSI Technology Outfitters, a solution provider headquartered in Easley, South Carolina, said he sees CSI doing more business with HP in the future. "HP is a very valuable partner with us," said Dechant. "It is interesting to hear what technologies HP is focusing on and partner program improvements. That can only increase the value of our relationship. We've had a long-standing very close relationship with HP. At this point in time we only imagine that will grow."

As for Dell, Dechant said he is waiting for more specific details on the Dell channel effort. "Dell has a lot of business and market share," he said. "It is certainly someone you can't ignore. We have long standing relationships with good partners already. It certainly would be an uphill challenge."

Robert Nitro, CEO of RanVest Associates, an Orangeville, Calif. HP partner, applauded HP's focus on listening to partners and responding with fixes. "I love HP," he said. "I've been working with them at the desktop level for the last four years."

He said HP made program changes in response to a minimum commitment level for his business. "HP is listening," he said. "I think they finally get it."

As for a Dell partnership, Nitro said: "I'm not interested. Even if they were the only computer company on the face of the earth. Dell keeps saying they are going to have a channel program and then they back off. What really bothers me is they have no follow-through. They don't get it. It is not part of their culture."

Frank Ballatore, president of The New England Computer Group, a Ridgefield, Conn. HP partner, said he is also not interested in partnering with Dell. "I have tried it in the past and it just didn't work. They don't treat you like a partner. They treat you as just another way to push more product out the door. Dell is trying to recapture share and they are doing anything they can because HP is kicking their butts right now. HP is doing it right. "

Ballatore, who has been partnering with HP for the last 15 years, praised HP for its strong partner focus and complimented his HP Partner Business Manager (PBM) for working closely with him to increase sales. "My (HP) PBM and I talk at least once a week and is constantly sending me information to help me increase sales."