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HP to add multi-vendor support to contractual services

Microscope contributor

HP has vowed to introduce multi-vendor support into its contractual services play for resellers next year and price it aggressively as it tries to recapture lost business from third party maintainers.

The tech monster has tried to re-energise flatlining sales of contractual services in the channel by re-jigging its distribution line-up and attaching rebates to reseller sales for the first time under the Service Specialisation Programme. 

However, some partners reckon HP remains uncompetitive against third party service providers and said the limited support it offered hindered their adoption.

This is criticism that the vendor is now acting on, said Paul Early, HP services partner business manager.

"Certainly from a direct play perspective in our larger accounts we offer full multi-vendor support but I think we've been slow to exercise that through our partner base," he said.

Next month HP will start to "phase in" more multi-vendor capabilities, first in the volume product sets including ISS and IPG.

"Gradually towards the end of the year we'll bring in some of the enterprise type products sets like IBM and Sun," said Early.

On pricing, Early confirmed "we have the breadth and depth of services, and now we are looking at our pricing metrics for multi-vendor environments."

"When any organisation such as ourselves enters the multi-vendor play, particularly via resellers, you have to be in the ball park of the street price and if you are not you don't win anything."

Contractual services distributors - Azlan, Ingram, ETC, Avnet and pure services wholesaler Technical Services Distribution - have been charged with recruting mid-market resellers from January.

"Our packaged services predominantly run out after three years so lots of customers are sat there maybe not with the knowledge we need them to have and maybe gonig to a third party maintenance organiation, which we'd like to win back," said Early.


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