HP Tells SBM Solution Providers Improvements Are Coming

Fourteen HP executives held a closed door meeting with about 50 of SBM's elite partners, who liked what they heard but added that HP now has to deliver on those promises, solution providers said.

"It's all about execution. It sounds like they have the right approach, but they know it's not validated until they right some wrongs," said Rick Gordon, president and CEO of AE Business Solutions, Madison, Wisc.

In particular, Gordon would like to see a more efficient deal registration process.

"I like deal registration because it establishes value in the relationship and allows you to invest in a deal. But the Web site is cumbersome and the approval process needs some work," he said. "[HP's strategy] feels good so we'll see if they can execute on that vision."

In addition, HP plans to add training for field sales that should improve channel relationships strained by direct sales conflicts and compensation issues.

"They talked about more consistent reinforcement in the rules of engagement. It has to be more than training field sales reps once a year at the annual sales meeting," said Mike Fedele, CEO at The Pinnacle Group, Stamford, Conn.

HP laid out the framework for an increased contact strategy at the local level, said John Thompson, newly named vice president and general manager of the solutions partners organization for the Americas, at HP.

"The beauty of this event is in addition to having our partner teams together, we have the HP sales force represented here, including every area vice president. We're seeing those alliances forged even stronger. We will supplement that with additional training that will happen on a regular basis throughout the year," he said.

This week's conference was the introduction of Thompson to many solution providers since he was named to succeed Kevin Gilroy's role at HP. Solution providers said Thompson seemed to understand their challenges.

"John has a good grasp of the issues. He is sincerely seeking input. And he has articulated a short-term plan that lays the foundation long-term channel profitability and stability. He's off to a great start," said Don McDowell, executive vice president of marketing and partner solutions at Logicalis.

For example, HP wants to increase its enterprise server and storage sales through the channel and Thompson told solution providers that HP will put more storage specialists in the field.

"And that will be a pure channel play," McDowell said. "The general overture is they have a sincere desire to engage the channel. Not only a desire, but a necessity."