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HP Chief Commercial Officer On Keeping The Focus On Customers And Partners

Christoph Schell, who became HP's first-ever chief commercial officer in November, says the company is not slowing down, and plans to launch a revised partner program this spring.

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Schell On The Record

PC and printer giant HP Inc. has had quite a ride since Nov. 1, when a new leadership team took over and immediately set out to reorganize the company's commercial structure and retool the company's longstanding print business model. As part of the changes, HP executive Christoph Schell became the company's first-ever chief commercial officer, charged with launching the new commercial organization that would shift the company from a three-region organizational structure to a set of 10 geographic markets. However, just days after the Nov. 1 changeover--which also saw Enrique Lores assume the CEO role at HP--news broke that rival Xerox had offered to acquire HP, a deal that would turn hostile in the coming months.

In an interview with CRN, Schell sounded a highly optimistic note about HP's future. The company has remained focused on its strategy--including around expanding contractual services--and has rapidly moved to the new commercial structure, he said. Looking ahead, Schell said HP plans to unveil a revised partner program in May, with enhancements including a "big revamp" in the rewards opportunities for partners, Schell said.

"There's quite some noise in the market right now. There's other companies talking about HP. I just want you to know that this is something that I think is actually quite stimulating," Schell said. Far from slowing HP down, "it has accelerated us," he said.

What follows is an edited portion of the interview with Schell (which took place prior to Xerox's updated takeover offer for HP).

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