HP tries to reach out to smaller resellers


HP tries to reach out to smaller resellers

Microscope contributor

Hewlett-Packard has admitted its new channel structure may not suit smaller resellers and it is looking for a solution to make itself easier to deal with.

As exclusively revealed last year, HP moved the management of resellers and distributors back into each of its four business units - PCs, printers, enterprise infrastructure and services - and away from the Solutions Partner Organisation.

This gives the business units greater control over channel partners and of their own destiny but Paul Hunter, channel sales director for the Personal Systems Group acknowledged that smaller partners needed simpler engagement with HP.

"There is a raft of small partners that are local to businesses, that provide a useful service but which don't necessarily have the capacity to deal with four different parts of HP," he told MicroScope.

Hunter chairs a governance function that sits across each of the categories and is trying to promote the wider HP portfolio instead of having smaller partners operating in silos.

One potential answer is to create an SME solutions team that sits underneath each division but those discussions are ongoing, he said.

"I am trying to encourage some internal conversations about where we can join up our promotions or channel programmes to make sure we are accessible to those smaller partners," he said.

Hunter has succeeded former HP channel boss Dave Poskett who left the company in January after only a few months in the role.

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