PCM Teams With HP On Strategic Briefing For Top Customers


Adam Shaffer, senior vice president of marketing for PCM, headquartered in El Segundo, Calif., said the briefing sparked new ideas on how PCM and HP can work together to bring "more opportunities and solutions" to the table for customers and is sure it will result in an increase in sales.

"We uncovered some customer needs that we didn't realize were there," said Shaffer. What's more, he said, customers seeing PCM and HP teaming together "arm in arm gives them more confidence to work with both of us."

Shaffer said the briefing opened the door for HP and PCM, which has over 1,250 services personnel and customer service centers that operate 24 hour a day, seven days a week, 365 days a year, to capture a bigger share of wallet of the IT budgets of companies like AgilOne.

In AgilOne's case, Shaffer said, PCM is looking at new opportunities including a new data center build out in Europe and new HP 3Par storage sales. "We're hoping we can start adding more services over time as AgilOne learns about our capabilities," he said.

HP Senior Vice President of Worldwide Indirect Sales for the Enterprise Group Sue Barsamian, who addressed PCM customers at the briefing, praised PCM for taking advantage of the Executive Briefing Center to drive strategic solution sales across the full HP portfolio from desktop to data center. "In my mind, this is exactly the model for how we want to use the Executive Briefing Center," she said.

Partners like PCM bringing in a group of customers for a briefing inevitably opens the door to strategic discussions around issues like Windows 8, how to meet the needs of the new millennial workforce, and a wide variety of cloud computing issues, said Barsamian. "When you have a group of 20 customers, the discussion gets to be pretty rich," she said.

Barsamian has urged other partners to uses HP's new Executive Briefing Center to drive sales around the full HP product and services portfolio.

AgilOne's Koister, for his part, said he walked away from the briefing with a new understanding of the capabilities of both PCM and HP.

"It's been really exciting," he said of the briefing, which ended with a tour of DreamWorks Animation Studio, which uses HP technology as part of the animation movie-making process. "I have some things I want to follow up on. It's been an awesome day to get to know and understand the broader offerings of both companies."

PUBLISHED OCT. 22, 2013