HP Seeking Sales Out Data From 5,000 SMB Partners

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HP has sent a letter to about 5,000 of its SMB partners seeking 'sales out' data as part of a major initiative to provide improved sales alignment and "better services" to channel partners.

Stephen DiFranco, vice president and general manager of HP's Solution Partners Organization, said the $123 billion computer giant already has 'sales out' data from 85 percent of its partner network in the U.S. and is aiming to increase that to 95 percent with the new sales out initiative.

DiFranco said the sales out data is critical in providing better sales alignment between HP and its partners. "This data helps us produce better models with regard to how we should deploy our sales organization," he said. "So that we can stop having 14 guys call on one account and nobody call on another account."

DiFranco, along with Debra LeBlanc, vice president, Americas Channel Support & Operations, sent a letter on August 20 requesting the sales out data from the 5,000 additional SMB partners.

"In order to provide better services, improve our product pipeline and make the best channel investments, it is critical that we obtain accurate, consistent and timely channel sales data from our partners," the letter reads. "To that end, we are now working to expand the number of sales out reporting partners and asking for your company participation."

"By providing this data, you will enable us to more accurately see where your sales are coming from such that we can make further enhancements to our programs and solutions to help you drive your business forward," reads the letter.

Mont Phelps, CEO of NWN, a fast-growing Waltham, Mass. national solution provider that is one of HP's top partners, said the sales out data supplied to HP creates solid sales alignment between HP and its partners.

"It helps us align with HP and know who has what account," he said. "It makes HP more efficient and reduces channel conflict. We have to work together and communicate. It is just a more efficient way to go to the market."

Next: Data Will Help HP Manage Its Supply Chain

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