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So do you think we will see in the future more incentives to sell the full portfolio?
We are going to continue to integrate and make efforts to integrate our entire portfolio. That is the beauty of Hewlett-Packard. Why wouldn't we put effort into doing that. That is the message we want to continue to deliver: it is the depth and breadth of our portfolio that makes us unique in the marketplace.
It is the amount of business that we do through our channel partners. Every quarter we make hundreds of millions of dollars of investment in our channel partners. I think that is signficiant. I am not sure we have done a great job of articulating it.
I spoke at NWN, TIG (Technology Integration Group), En Pointe, Insight and I am here at XChange. We have got partner roundtables. (HP CEO) Meg (Whitman) is doing a partner roundtable in Minneapolis. I have (Ingram Micro) VTN and (Synnex) VARnex coming up.
What is your advice to solution providers looking to tap into the HP full portfolio opportunity?
There are two areas where we are putting a lot of effort. We are putting a lot of effort into partners that may not have a signed BDA (business development agreement) with Hewlett-Packard. So it is an ad-hoc relationship. And then there are partners that do have a BDA and are focused in one particular area like imaging and printing or storage or networking or PCs. The advantage of Hewlett-Packard is we have such a broad portfolio.
So our efforts have been to go talk to those partners and say: 'Listen, there is a great opportunity across the entire portfolio. Let's go grow that business together.' We worked with NWN, for example, to build out a call center to focus on PSG and we are co-investing in that. (NWN CEO) Mont (Phelps) sees the strength in having a great footprint in the data center but as you follow the wire back out into the organization, there are notebooks, desktops and thin clients.
Next: HP VP Parrottino Talks About HP's 30 Year Channel Legacy
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