HP Praises Channel, Sets Up Autonomy-EDS Investigative Committee

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HP last year spent $3.8 billion on R&D, and was awarded 1,300 patents in 2012, making it No. 15 worldwide in terms of patents awarded during the year, Whitman said. "But we have to got to do more to ... bring those innovations to market," she said.

HP also reported almost $120 billion in revenue in 2012 and was profitable, but saw room for improvement, Whitman said.

"We have to get revenue growing again," she said. "And we have to get the right financial model in place."

That will require a renewed focus on both direct sales at the very top of the enterprise market as well as on its extensive channel partner community, Whitman said.

"And most of all, we need to better connect with our partners," she said. "Somewhere along the way we lost it, and we need to rebuild it. ... Partners are crucial to our future, and we need to embrace them like we never did before."

Rich Baldwin, CIO and chief strategy officer at Nth Generation Computing, a San Diego-based solution provider and HP partner, told CRN in an emailed response about Whitman's comments that he believes she is sincere about her desire to embrace channel partners.

Baldwin wrote that Nth was part of a small group of solution providers that held a roundtable discussion with Whitman and several other HP executives.

"I brought up several issues that were affecting our profitability as an HP partner both in ISS [industry standard servers] and storage. In November less than a month later, she fixed the problem with ISS that paid all channel partners 5% more on VEP [value express pricing] for ISS product lines. At the beginning of HP Q2 she fixed the problem with HP new business registration related to storage that now pays us 5% on all new 3PAR sales regardless of selling price or discount vehicle," he wrote.


This story was updated on Wednesday, March 20, 2013, at 5:34 p.m. PST, to include comments from Nth Generation Computing's Rich Baldwin made after press time.

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