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CRN Exclusive: HP's Top Lieutenants On The 2014 Game Plan

HP's Bill Veghte and George Kadifa spoke with CRN on the eve of next week's Global Partner Conference about the company's 2014 game plan. Here is a look at their view of the partner opportunity and competitive landscape.

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How have you restructured the organization to drive more partnering with the channel?

The way we are organized is every territory has a partner business manager, so there is a direct link between the deals on one end and the partners on the other end. So when I go into Salesforce.com on every deal in the Americas, we always have a partner slot that shows who we are working with on that account and how can we leverage that relationship. Basically, we are institutionalizing partners as part of our day-to-day activities. We are also doing joint campaigns. Structurally and operationally, we are doing a lot to make the whole partnership model intrinsic to what we are doing.

-- George Kadifa

 
 
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