HP Enterprise Channel Scheme Still Taking Shape

As part of its new Partner One channel strategy, HP has named 850 accounts that it plans to target with its direct-sales force. Solution providers said outside those accounts, the channel will represent HP's enterprise products.

"But all the gold is in the 850 accounts, and we want to play there as well," said Gary Melillo, vice president of development at Melillo Consulting, Somerset, N.J.

Melillo, who attended the meeting with about 20 HP enterprise partners from around the country, said terms and conditions for new enterprise channel programs weren't finalized at that time. One purpose of the meeting was to get the channel's input in shaping the programs, he said.

Larry Holzenthaler, executive vice president of sales and marketing at TotalTec, a solution provider in Edison, N. J., said the vendor is making progress.

"They are doing a pretty good job considering they are taking about 40 different partner contracts and putting them all under Partner One," he said.

Dan Vertrees, vice president of enterprise partners for the Americas region at HP, was among the HP Enterprise Systems Group executives in attandance. Vertrees was unavailable for comment.