HP Enterprise Boss Rallies Partners To Capitalize On IBM, Dell Uncertainty


Dean Cappellazzo, CEO of Bedrock Technology Partners, Sunnyvale, Calif., who has restructured his business to put more resources into selling an end-to-end HP solution, said he sees HP making big gains based on sales and channel changes.

"We have changed our sales approach based on the executive management of HP and their communication with the partners," he said. "We are taking a single-threaded approach from a partner standpoint, going to market with the full family of HP products and services. We believe in it. We see Dell and IBM having issues and HP getting stronger."

Cappellazzo said he made the big changes to commit more resources to the HP relationship after the HP partner conference in February in large part because of the HP PartnerOne channel program improvements and the strong next-generation HP product set. "If you sell all HP, including services, support and full solutions, your profit and margins increase dramatically," he said.

One top solution provider CEO, who did not want to comment on the record for fear of alienating other vendor partners, said he expects both his HP enterprise business and printer and personal systems business to double this year as a result of the channel program changes and better sales relationships in the field with HP reps. He credited HP CEO Meg Whitman with reinvigorating HP partner sales relationships.

"HP has invested and we have invested in deepening the relationship, and it's working," said the CEO. ""Our drive into the data center with HP is paying off. We don't see a need to do business with an IBM or Dell."

Rick Chernick, the CEO of Camera Corner Connecting Point, a Green Bay, Wis.-based HP partner, said he sees HP getting more aggressive working hand in hand with partners to take server share from all comers including IBM and Dell. He said he was fired up to grab share with next-generation HP products after the partner webcast.

Chernick also credited Whitman with revitalizing HP's channel sales force. "Meg knows the only way to win this war is to fight in the sales trenches with partners," he said. "HP is becoming more partner-centric under Meg. She is dialed into engaging directly with the partner channel. HP is listening to partners and making changes."

"The fact that HP is getting partners together and communicating with us regularly is a giant breakthrough in the industry in terms of partner commitment," said Chernick of the 90-minute call with HP partners that included Whitman, Donatelli, HP Printing and Personal Systems Executive Vice President Todd Bradley, HP Software Executive Vice President George Kadifa and HP Senior Vice President of HP Enterprise Group Sales Sue Barsamian. "I have never seen a vendor that regularly puts their top executives on a partner webcast for 90 minutes. HP is listening to partners and getting it done."

PUBLISHED APRIL 29, 2013