Kavanagh criticises HP as it adds HDS to line-up

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Kavanagh criticises HP as it adds HDS to line-up

Microscope contributor

Kavanagh has said that HP's over crowded reseller market and growth limiting policies influenced its decision to end its exclusive 13 year relationship with the vendor and add Hitachi Data Systems to its portfolio.

The Bracknell-based systems integrator has been one of the last remaining HP-only houses in the UK but decided that following a tough year it was time to build the storage portfolio and will sell HDS' AMS and USP products via its Gold accreditation.

"I think HDS has a strong new business acquisition approach, they have good technologies but more importantly for us is that they don't have a saturated channel," Kavanagh managing director Rob Campbell told MicroScope.

There are roughly 22 resellers with HP data centre specialisations but only four HDS partners have the Platinum accreditation, the certification that Kavanagh is gunning for.

Campbell claimed sales were up 15% this year based on new customer acquisition but he added the way HP had segmented its Enterprise Servers and Storage team by assigning customer accounts to certain resellers had not worked for Kavanagh, he said.

"If we tried to approach an account where another HP partner was assigned, we'd get no support from them. But in a recession you have to grow and if you can't grow in accounts with HP you need to move with another vendor," he said.

The relationship with its primary vendor remained "very strong" he insisted and it has no plans to switch existing customers to HDS but understandably would pursue other HP resellers' business and hunt down NetApp, EMC and Sun Microsystems' customers.

HDS UK managing director Steve Murphy, said Kavanagh had built a strong reputation among data centre customers, "it is a highly coveted partner and we are delighted to be working with them."

HP was unavailable to comment at the time of going to press.

 

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