A Conversation With HP's Leo Apotheker

Where will HP's direct sales force play compared to where partners will play?

HP has a pretty large footprint. That doesn't mean that HP knows how to do everything. Even though we have a very large services organization, that doesn't mean that we have a granularity everywhere, all the time, for every type of possible service that a large enterprise could need or would need. That is obvious complimentary that we have with our channel partners. It could be a [geographic] play. Some of our channel partners actually create additional specific [value] on top of our solutions that we could actually provide to these large accounts as well. In some cases, it is conceivable that we could be a channel for our partners. Why wouldn't that be the case as long as it makes sense for everyone? (continued on next slide)

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