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As someone who has been in the channel for nearly 25 years, how critical is that for PSG?
When I look over the course of the last 25 years, I think about all the things that have transpired. One of the things that has been a constant is that the channel keeps reinventing themselves to be relevant to customers. With the technology that we have and offer to customers our channel continues to play an extremely critical role.
How important is HP's channel legacy, particularly when you look at competitors that don't have the channel legacy of HP?
It's extremely important. The channel is fundamentally part of our DNA. And it has been for 30 years. I can't speak for others that don't have that channel legacy, but my perception is it is an awfully tough road to go down versus us being here with 30 years channel experience understanding what makes a partner extremely profitable, how to grow their business and execute a plan. That is the key here.
What I find fascinating is our partners almost 100 percent of the time hold themselves accountable for their investment dollars with Hewlett-Packard. They really want to succeed with us. It is just a great environment to be in and it is part of the legacy.
You recently had an opportunity to sit down with HP's Mobility team and got an overview of the product road map for 2012. How did you feel after seeing that road map?
It is incredible to see the advancements in technology and the results of our R&D. You are going to see, as we have in years past, new technology that is better, faster, lighter with mobility. HP Folio (product) is a great example of that. Our consumer group got best in show at CES with the Spectra product. It is a sexy, elegant product. You are just going to see more and more of that throughout the year.
What kind of year is HP PSG Americas going to have in 2012?
It is going to be an absolutely great year. It is going to be a year where we see partners growing along with Hewlett-Packard. It is going to be a year where we will see partners continue to expand their HP portfolio across their business.
We have seen a phenomenal number of partners who have traditionally not engaged with Hewlett-Packard express a need and want to engage with Hewlett-Packard with a full business development agreement across the entire portfolio. It is exciting. It is going to be a great year.
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