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Marc Sarazin, executive vice president of sales and marketing for AdvizeX Technologies, an Independence, Ohio-based solution provider and Top 20 HP partner, said his VAR's loyalty to the HP Networking portfolio has thus far been richly rewarded.
AdvizeX is an HP Networking-only partner, having added the products in November 2009 after many years selling other HP brands. Sarazin said the choice to do so effectively doubled AdvizeX's market opportunity, and many of AdvizeX's customers seized on the end-to-end sales opportunity with servers, storage and networking right away. AdvizeX's HP Networking business grew 500 percent year-over-year from 2010 to 2011 and Sarazin said the company expects 300 percent year-over-year growth in the new year.
"HP Networking is our highest-margin product in the portfolio today when you look at front-end margin and back-end rebates," Sarazin told CRN. "We looked at the options and we felt that HP had superior technology."
That success is spread evenly across HP's full Networking portfolio, Sarazin said, and AdvizeX has seen banner deals in both core networking and edge networking deployments behind HP gear and HP services.
AdvizeX has taken advantage of Catalyst for Change, and Sarazin applauded HP's choice to announce it for a full year, not as a quarterly-based promotion of the type seen by many vendors with their channel incentives.
AdvizeX's team takes the Catalyst promotion into the majority of its sales opportunities and it applies about 50 percent of the time, he said. Part of AdvizeX's advantage, Sarazin noted, is that it has staffed an internal team devoted solely to marketing and selling HP Networking products.
HP Networking has remained a door-opener for the rest of the HP products AdvizeX sells, Sarazin said.
"We've had situations where we've started with HP Networking and it's enabled us to have conversations on the rest of the portfolio," he said.
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