HP Partners Pumped Up For Future Sales Growth; Security Innovation Is A Huge Sales Driver


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HP partners say they see the printing and personal systems company driving dramatic future sales growth on the back of innovation including security advances in both PCs and printers.

Rick Chernick, the CEO of Camera Corner Connecting Point, Green Bay Wisconsin, an HP Gold partner, said he sees the security advances from HP as a "silver bullet" of sorts to win deals in the sales trenches.

"The future is brighter than I have seen it in many years," said Chernick. "They are committed to net new products and making things more secure. That is the difference. All of the security enhancements are a silver bullet for us."

[Related: Live From HP Reinvent World Partner Forum 2017]

Chernick said he is interested in taking advantage of HP University which is aimed at getting partners to drive up recurring revenue device as a service deals.

Camera Corner expects its managed services business to be up 25 percent this year, said Chernick. He said critical to the managed services success is adding top talent to provide that 24 hour a day, 365 day service. "We have to continue to find good people," he said.

Felise Katz, the CEO of PKA Technologies, No. 412 on the CRN Solution Provider 500, said HP's innovation and winning attitude is driving more than 20 percent HP products and services growth for PKA. "It is awesome," he said. "They are doing a great job and we are winning with full end to end solutions."

Kevin Murai, the CEO of Synnex, one of HP's top distributors, said he Synnex is staying step in step with HP to drive sales growth. "They have a great strategy and have had great success," he said. "We are invested and focused on the same thing they are whether it be 3-D print, A3, traditional PC, and device-as-a-service."

Synnex has already had a lot of success in driving software as a service consumption models with the channel and the next logical growth opportunity is device as a service. "We are leading the pack rolling out our own program and capability and also working in conjunction with HP's program," he said. "HP has some great configuration and selection tools."

Murai said HP's tools are stronger in larger enterprise opportunities, he said. "We are going to focus on the midmarket and SMB," he said. :"We are a strategic leader front of mind with HP. My assumption is we are going to be able to incorporate a lot of the HP capabilities in our solutions as well."

Harry Zarek, CEO of Compugen, one of HP's top enterprise partners, No. 63 on the CRN 2017 Solution Provider 500, said he is confident HP and partners working closely with them will continue to grow in the future.

"It's great to be associated with a company that is not going to be complacent," he said. "They are going to grow and so are we. The drive to win is huge. The drive is not about competition and who they are going to beat it is around reinventing everything. They are not fearful about the No. 2 competitor. It is all about changing what we can do and the impact we can have on our customers. That is the exciting part of HP right now."

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