Does The Channel Really Want Smaller Vendor Partners?
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Hewlett-Pacard recently shocked the channel with the news it would break itself up into two smaller companies, and that this move would make both divisions more dynamic and nimble. The move begs the question: Do VARs and solution providers prefer smaller vendor partners in today's fast-paced economy?
"I think there are certainly advantages to the smaller, nimble partner. I mean, I, myself, am a small and nimble solutions provider, but I like the juggernaut -- the 800-pound gorilla behind me and backing me up. Again, that's why we only partner with Microsoft," said New Signature's David Geevaratne.
"Today you actually need both," said Michael Chapman of Corus 360. "You need the security of the large vendor, and the trends and the R&D dollars to stay current, but you also need the nimbleness of the small vendor, right? You need the innovation, the creativity."
Blake Schwank, CEO at Colorado-based CCS, said the size and scale of a vendor partner does not factor into his decisions about whom to do business with. "I want to partner with a vendor that actually cares about us and works with us. To me, it doesn't matter the size of the vendor; what matters is that they maintain good partner relations and can help us reach our target market," he said.
George Usi of SacTech stayed similarly diplomatic: "They both have their advantages and disadvantages," he said.
In HP's case, partners will have experience with both the giant HP and the new smaller companies by Halloween of 2015, when the company is expected to be completely separated.
PUBLISHED OCT. 27, 2014