Exclusive: HP's Donatelli On Dell, Cisco And Partner Profitability


What is your message to the salesforce and partners with regard to compensation changes and driving growth for HP?

We think it is not just about compensation, it is about having great products to sell because having great products makes selling easier. And so what we are committed to doing and what we are doing is giving our partners the best portfolio that they can take to their customers. By having great differentiated products, it is much easier and faster to sell.

A great example of this is the 3Par 7000 Series that is our fastest-selling midrange product in HP's history. And the majority of that revenue comes through our partners. We have seen all kinds of partners who might have become dormant in selling our storage come back because they see that they can have a product that their end-user customer will love, that they as a partner can support, and make money off the support as well as off the sale.



Next Page