Partners: HP ConvergedSystem Sharks Will Tear Up Competitors


Partners credit HP Senior Vice President Tom Joyce, who took the new converged system helm just eight months ago, for delivering the new product lineup in record time along with a renewed channel commitment.

Chris Swahn, vice president and general manager of HP Solutions for Avnet Technology Solutions, a $10.36 billion technology distributor, said the distributor has already felt as much as a 10 percent sales kick from the new systems and expects as much as a 15 percent additional boost in 2014. "We should feel as great as a 25 percent lift in totality by the end of 2014," he said.

The new HP converged systems assault has "energized" Avnet and its solution provider partners, said Swahn. He said Avnet has been working for the last two months with HP on the new systems and has already seen "profits and economic upside" from the new systems.

HP is delivering robust new products from a stepped up research and development effort and is backing it up with aggressive marketing and channel investments, said Swahn. "It's exactly what is needed for HP to win," he said.

Swahn said HP CEO Meg Whitman and team have gotten the one-time widely admired company back in fighting shape in record time. "They get an A-plus in my book," he said. "They have taken the bull by the horns and are bringing back the HP that partners know and love. That's bringing back partner loyalty."

Peter Larocque, president of North America Distribution for Synnex, HP's 2013 top commercial distributor in year over year sales growth, wouldn't provide specific sales expectations but noted that given the high growth markets like big data and analytics, Synnex expects to "do very well" with the new systems. "HP has done a really good job of coming up with the right products," he said.

Larocque praised Joyce and the entire HP team for moving forward with a channel-first model. "It means a lot for the channel," he said. "HP has not always gotten credit for what they do for the channel. They have always been a good channel company. Now they are putting some real juice behind it in a real growth market, and it's resonating. They have winning products in a growth market with great [channel] programs."

NEXT: HP's Joyce: New Systems Are Faster, Better And Cost Less