In Mobiles, HP Stands Alone

HP's best showing vis-a-vis the competition was in the partnership subcategory, where its score of 67 placed it 5 points above the average. HP earned its highest marks in that subcategory in the solution provider program and the ease of doing business criteria, where the vendor earned a 69 and 70, respectively.

In the product innovation subcategory, third-place Lenovo edged both HP and Toshiba in the quality and reliability criterion. Lenovo also tied HP in technical innovation, and compatibility and ease of integration. But HP still took the product innovation subcategory with a solid 73.

For partners, a proven channel track record and powerful partner programs like HP Financial Services aren't just the icing on the cake--it's the whole package that makes HP the clear winner in mobile computers for the channel.

"We believe in HP. We drank the Kool-Aid, you know," said John Convery, vice president of marketing and vendor relations at HP Platinum Partner, Denali Advanced Integration.

The Redmond, Wash.-based systems integrator makes full use at the regional level of HP Financial Services, the vendor's global leasing, financing and asset management services.

"I think the unique thing they offer compared to their worthy competitors, what HP has built into their programs, is that the partner is critical to their success," Convery said. "Under new leadership with Adrian Jones, they really understand the relationship with the regional partner, like a Denali. We've got our public sector specialist and our health care specialist with HP. They've allocated a tremendous support team for getting support where the rubber meets the road at the retail level--that area that Mark Hurd has spoken so much about."

"I'm the vendor relations guy, and I see everybody's program. I don't see anybody today that has the partner focus and support that HP has," he added.

Rick Chernick said he loves the reliability and serviceability of HP laptops. The president of Green Bay, Wis.-based Camera Corner/Connecting Point is equally impressed with the work HP puts into making its products as tough and dependable as they can possibly be.

"They do the most rigorous testing. I went to Houston and got to see the testing that goes on at their labs, and it's unbelievable. They actually simulate keyboard pounding for seven years, which is like 95,000 hours, on their units," Chernick said.

"Here's why we do well with their laptops: They have their act together in reliability and serviceability, and that's great after the sale. But the reason their sales are growing is that they have total mobility. If I travel, I'll throw in the 2400, the smallest one, so they cover that ultra-traveler, who wants the smallest unit. Then you get slightly bigger; then you've got the high-end product, which is like a portable workstation for the power user. It's the full range of products that gives them a leg up on the competitors," Chernick said.

Balancing innovation and reliability is also a huge factor for Chernick, who said HP gets it right.

"I often wonder why it takes other companies so long to understand what it takes to make a partnership," he said. "Partners commit to those that commit to them. These guys are there. They not only build great products, but they have the mechanism in place to go to market, and that's us--the reseller."