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HP also needs to retrain its direct sales force with a focus on selling solutions as opposed to products, particularly in emerging growth areas like cloud computing, security and information optimization, HP's Whitman said.
HP will continue rebuilding trust with channel partners that have been buffeted by questionable strategic decisions, such as ex-CEO Leo Apotheker's idea to sell off the PC business. Last week in a meeting with partners, Whitman said HP is not planning additional changes to its channel leadership team.
"We need to reconnect with the channel. I believe the channel needs simple consistent programs they can count on every day," Whitman told analysts at the event.
Despite the gloomy picture for fiscal 2013, HP expects growth in new products and services to rekindle in 2014. By 2016, Whitman expects HP revenues to be growing in line with gross domestic product, with HP having carved out leadership positions in cloud, security and information management.
"I believe all of these problems are fixable, but it is going to take some time," Whitman told analysts.
PUBLISHED OCT. 3, 2012
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