HP Chief: Channel Focus To Continue Under Apotheker
Hewlett-Packard's channel chief on Friday officially introduced its new President and CEO Leo Apotheker to channel partners, and said he will soon be meeting with solution providers.
Stephen DiFranco, vice president and general manager of the Americas Solution Partners Organization, wrote in a letter sent on Friday to solution providers that Apotheker holds their "passion for technology and spirit of innovation," and that he shares the channel's "unrelenting focus on delivering solutions that exceed customer expectations."
DiFranco's letter to solution providers was aimed at reassuring solution providers of HP's continued channel focus in the wake of concerns about Apotheker, the former CEO of SAP who not only brings a software focus to HP, a company better known for its hardware and services, but who also brings a legacy of direct sales.
Under Apotheker, DiFranco wrote, HP will remain focused on its channel objectives. He also foreshadowed some of the changes that might be expected as HP brings in a new leader.
"It is more important than ever for us to work together to maintain our channel momentum. There’s no question our industry is transforming. HP’s diverse portfolio, financial strength and leadership across all markets in which we serve uniquely positions HP and our partners to capitalize on our competitive advantages and define the future for the customers we serve," he wrote.
Next: Channel Concerns
Apotheker and DiFranco will need some time to overcome concerns about the change in leadership.
One long-term HP solution provider, who requested to remain anonymous, said Apotheker's appointment is so far outside his expectations that he is not sure what it means.
"I have two thoughts about it," the solution provider said. "My first thought is, what are they thinking? HP's core markets are heavily product-oriented and channel-oriented, and this person doesn't seem to have a lot of experience. But then, you don't necessarily need experience to be a good businessman. And, then again, HP is humming along at number one or number two in its core products. So having someone come along to focus on software could be a good thing."
John Convery, executive vice president of vendor relations and marketing at Denali Advanced Integration, a Redmond, Wash.-based HP partner, said he is sure Apotheker is up to the challenge of running HP.
"We look forward to getting to know him," Convery said. "We'll see what's next. It's good to see HP fill the position. It shows the Board of Directors is serious about hitting the street running."
Next: The Main Text Of The Letter
DiFranco, in his letter to partners, wrote:
"We are excited to announce that HP has named Leo Apotheker as our new CEO and President. Leo spent more than 20 years at SAP, which he helped build into the world’s largest business software applications company. We also are delighted that Ray Lane, managing partner at Kleiner Perkins Caufield & Byers, is joining HP as non-executive Chairman.
"Leo brings extensive international experience to his new role and the demonstrated ability to deliver significant value to partners and customers. Prior to becoming CEO of SAP, Leo served as Global President of Customer Solutions and Operations for five years, and in senior customer-facing roles before that. He has a strong track record building long-term relationships, driving technological innovation and developing world-class teams.
"We are personally reaching out to you with this news and what it means for you, as one of HP’s most valued partners. Leo holds the same passion for technology and spirit of innovation that are the heart of HP’s success, and he shares our unrelenting focus on delivering solutions that exceed customer expectations.
"Under Leo’s leadership, we will remain focused on our channel objectives and our commitment to you as a core component of our long-term business strategy. In the weeks ahead, one of Leo’s priorities will be meeting with HP partners around the world and continuing to build on the relationships we have established.
"It is more important than ever for us to work together to maintain our channel momentum. There’s no question our industry is transforming. HP’s diverse portfolio, financial strength and leadership across all markets in which we serve uniquely positions HP and our partners to capitalize on our competitive advantages and define the future for the customers we serve. "