Vertrees Takes On Channel Sales Role

Beginning Nov. 1, Vertrees will oversee the sales responsibilities of the close to 50 HP enterprise solution providers being mapped into HP&s Technology Solutions Group (TSG) sales force, sources said.

“I&m doing sales; I&m not involved in any of the [channel] programmatic aspects or operations,” said Vertrees, confirming his new role. Vertrees said his new title will be vice president, TSG U.S. Americas alliances and partner sales. He will continue to be responsible for HP&s ISV, large SI and outsourcer relationships in addition to enterprise sales, and will report to Bill Weaver, vice president of U.S. enterprise sales.

HP&s top U.S. channel executive was quick to point out that the move doesn&t signal a return to the dual enterprise-commercial channel structure HP relied on after its merger with Compaq.

“We are not creating a duplicate channel organization,” added John Thompson, HP&s vice president and general manager, Solution Partners Organization, Americas. “SPO will continue to drive the PartnerOne infrastructure for the value and volume channel.”

The plan, announced in July, calls for joint sales planning and account coverage between select HP partners and TSG as if they were a single sales team.

Thompson declined to reveal the number or the identities of the enterprise partners who will participate. But sources said the mix will likely include large multivendor, national solution providers and HP-only regional players. Some HP enterprise partners were anxious to be officially notified.

“It&s frustrating because while we think we&ll be part of the program, we don&t know for sure,” said one HP-only regional solution provider who asked not to be identified. “We need to know one way or the other so we can plan our 2006 sales strategy.”