Staying Objective?

Hewlett-Packard, for one, is in the process of mapping several dozen of its most loyal enterprise solution providers into its Technology Solutions Group (TSG) sales plans. That means that as HP&s direct enterprise sales force maps its account coverage, the vendor will in essence view solution providers and HP&s direct sales force as a single team.

Solution providers say that as part of the plan, set to take effect Nov. 1, HP is contemplating shifting the management of its enterprise Partner Business Managers from John Thompson&s Solution Partners Organization over to Bill Weaver&s TSG sales organization. HP-only enterprise partners that are forming tighter bonds with HP applaud the move. They say it&s a recognition by HP that they are the go-to guys on HP&s solution provider roster: They&ve bet their businesses on HP, and HP is at last rewarding them. I say, be careful what you wish for.

One reason HP is using the channel to fill gaps in some of its enterprise accounts is because the HP sales force that was handling them on a direct basis simply wasn&t getting the job done. What&s more, many HP sales veterans opted for early retirement as part of the vendor&s recent plan to reduce its workforce by 10 percent, and word has it they aren&t being replaced.

That leaves a huge opportunity for solution providers to pick up the slack. But I don&t think treating solution providers as part of a vendor&s sales team is the way to go. I&ve always felt that sales force augmentation is a euphemism for “let&s keep a tight leash on our channel.” When solution providers become too closely identified with a vendor&s sales force, they abdicate their role as solution providers. Is their mission now to make sure the customer buys as much stuff from the vendor they represent instead of advising the client on the best way to solve a business problem?

Smart vendors will give solution partners tools and technologies to build solutions and grow their businesses profitably. This industry needs more independent solution providers, not more bodies on a vendor&s sales team.

CRAIG ZARLEY is Industry Editor at CRN. He can be reached via e-mail at [email protected].