Words Of Wisdom: 10 Hot Topics From CRN's Channel Chief Roundtable

Partner Recruitment

Scott Dunsire, vice president, general manager, Printing and Personal Systems Group and Americas Channels, Hewlett-Packard

To me it's not about the number of partners. It's about leveraging the ones we already have. I agree with you there will be partners that come into the game because they are going to develop a solution or a service where companies like HP will have the right mix, the right product set for them to go to market with, but when you look at the productivity with the partners that we already have today, we can be much more efficient than we are. I'm not out searching to recruit new partners. Now on the [HP Enterprise Group] side of the house, it could be a little different story but in the device business it is really more about trying to get better results from the partners that we do have, and that is how we decided to manage it.