CRN Exclusive: HP's Top Lieutenants On The 2014 Game Plan


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How have you restructured the organization to drive more partnering with the channel?

The way we are organized is every territory has a partner business manager, so there is a direct link between the deals on one end and the partners on the other end. So when I go into Salesforce.com on every deal in the Americas, we always have a partner slot that shows who we are working with on that account and how can we leverage that relationship. Basically, we are institutionalizing partners as part of our day-to-day activities. We are also doing joint campaigns. Structurally and operationally, we are doing a lot to make the whole partnership model intrinsic to what we are doing. 

-- George Kadifa




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