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Following is the HP memo in its entirety:
June 22, 2012
Dear HP Channel Partners:
Last month, HP outlined plans for a multi-year productivity initiative designed to simplify business processes, advance innovation and deliver better results for partners, customers, employees and shareholders. This initiative builds on the recent realignment process - a process that we are continuing to execute.
Today, we are pleased to share with you the new HP Channel organizational structure, as well as the next level of leaders for our HP Americas Channel team, representing both Printing and Personal Systems (PPS) and Enterprise Group (EG) businesses. Collectively, these leaders represent decades of channel experience with a proven track record for helping our partners grow their businesses with HP.
Printing and Personal Systems Given the complexities of the U.S. Channel and SMB business – for which a significant percentage of HP’s business runs through the channel– HP has made the decision to assign two U.S. leaders to drive these critical sales motions for PPS. The goal of this structural change is to enable HP and our partners to more aggressively pursue revenue opportunities and remain competitive in the marketplace.
Effective immediately, Scott Dunsire will serve as vice president and general manager of U.S. Channel Sales, and in doing so will assume the role of Channel Chief for PPS in the U.S. Scott will have responsibility for supporting distributors, DRCs, major nationals and VARs.
Members of his channel leadership team include:
-- Jon Wayne will lead the U.S. Distribution team. Jon has held many strategic roles driving channel strategy and Distribution sales in his 17-year career at HP. He has worked across business groups and across business categories ranging from storage to PCs and printers.
-- Brian Gauley will lead the U.S. DRC/E-tailer team. A three-year HP veteran with 19 years of industry experience, Brian previously led the U.S. DRC Channel Sales team for PSG.
-- Gary Simms will lead the U.S. Major Nationals team. In his 24 years with HP, Gary has held various sales leadership roles within end-user and partner groups.
-- David Hinds will lead the U.S. Regional VARs team. David brings more than 13 years of industry experience, including managing IPG DRC/Major Nationals.
-- Paul Reid will lead the U.S .Specialty Sales Channel team. A 13-year channel veteran, Paul brings experience in solution-based channel sales, product marketing, and management.
-- Javier Lescano will lead the U.S. Public Sector Channel team. Javier joined HP 13 years ago and has worked closely with HP channel partners for the last five years.
U.S. SMB Sales, previously under Scott’s leadership, now moves to Mike Parrottino, who has been named, effective immediately, vice president and general manager of U.S. SMB Sales for PPS, reporting to Lynn Pendergrass. In this role, Mike will lead the SMB Sales team responsible for managing HP’s relationship with tens of thousands of HP SMB end-user customers. By working together with Scott’s team, Mike’s SMB sales team is strategically positioned to drive increased SMB business through our channel community.
In addition to leading SMB sales, Mike’s organization will have responsibility for partner enablement programs, including the HP PartnerONE program, which will continue to be led by Matt Smith. Enterprise Group As many of you are aware, Frank Rauch, vice president and general manager, ESSN Channel Sales, U.S. is leaving HP to pursue other opportunities, effective June 29. Frank’s team remains intact and will continue to drive channel sales with you, our valued channel partners.
A search is underway for a new ESSN U.S. Channel Sales leader. In the interim, the team will report to Randy Seidl, senior vice president and general manager, HP Enterprise Group, U.S., who will oversee the organization with support from James Mundle, director of channel operations, and Stephen DiFranco, vice president, Enterprise Group, Americas.
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