HP Divides U.S. Geo Into Three To Streamline Sales, Channel Organizations


"Before, we saw one district manager for each six sales reps," he said. "Now it's up to 12 reps for each district manager. In Southern California, we had four district managers for storage, including one for public sector, one for SMB, and one each in Orange County and San Diego for enterprise."

Simplifying the regional organizations is a big deal when working with a company the size of HP, Baldwin said.

"You can only talk to so many people in a day," he said. "Now there will be fewer people to work through to meet objectives. Before, we had to go to the national level to handle storage issues. Now we go to the regional level. It's a good thing for us."

Richardson said the reorganization provides for a more consistent, aligned approach to working with customers instead of the uncoordinated marketing campaigns of the past, and offers a more consistent partner engagement experience.

The move also helps customers and partners focus on solutions.

"We have a big focus on converged systems," he said. "This is less of a stovepipe look at the world -- one that provides a better solutions approach to the market."

Baldwin agreed that keeping converged systems in focus with HP's sales organization is important.

"The VAR community represents everything from HP," he said. "We talk storage, server, networking, big data and more. In the past, we had to talk with so many managers. Now we can bring in technical people from HP instead of so many HP sales reps when talking to customers."

PUBLISHED MAY 13, 2014