More Changing Of The Guard

The end to Mike Borman's 18-month run as general manager of IBM's Business Partner organization marks the third major hardware channel leadership shift this summer. Three weeks ago, Kevin Gilroy left his post as vice president and general manager of Hewlett-Packard's Solution Partners Organization to take over HP's worldwide SMB sales group. And earlier in July, Sun Microsystems' Gary Grimes announced he would retire in December as vice president of partner management and sales operations.

Solution providers and distribution executives chalk it up to coincidence and routine business practice, and they don't believe the moves will adversely impact ongoing programs.

"With any change, something new and good can come from it. I'm not worried," said Will Lopez, manager of sales operations at Advanced Systems Group, a Denver-based solution provider.

"As long as the programs aren't changing significantly and they have the same ideas, I don't think it's that big of a deal," said Matt Troka, vice president of purchasing at CDW, Vernon Hills, Ill. "Gary always gave us good support. Kevin leaving for the SMB group, we're excited about. IBM has been positive all along. It's just a coincidence, the timing of all three, more than anything."

Large companies such as IBM, HP and Sun usually have strong succession plans, said Pete Jensen, senior vice president at Agilysys, a Cleveland-based distributor. "It's good to have a diversified senior exec team. If a senior exec only worked in direct sales in IBM or HP or Sun, they'd never have a flavor for what partners bring. They become a more well-rounded exec, and I think that helps grow the business."

That may be the case at Sun and IBM, which had clear transition and succession strategies in place. But not so at HP, which had no specific replacement lined up when Gilroy was reassigned. When HP Chairman and CEO Carly Fiorina moves to name a permanent U.S. chief, that decision will be scrutinized closely.