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HP PSG guns for SMEs with distie programme

Microscope contributor

HP is looking to grow the ranks of SME dealers that sell its PCs but has admitted recruitment plans rest on the success of a demand generation programme.

The US tech monster last month unveiled a sales programme for seven mid-market resellers - XMA, SCC, Insight, Misco, Kelway, Vohus and Softcat - to capture more business in the upper mid-market.

However, Paul Hunter, HP VP of the Personal Systems Group (PSG), said it was also investing in the Built for Buiness scheme for the "CDP attended space" - resellers that buy through distribution.

"Built for Business will be the primary campaign that we'll look to put our investments around, rather than having a number of fragmented plans we've consolidated them," he said,

Through Westcoast, Ingram Micro, C2000 and ETC, PSG trades with up to 3,000 of the circa 7,000 resellers in the UK.

The campaign includes lead generation activities and HP is also preparing to add a member to its distribution team to focus solely on programme development and distributor sales-out to SME resellers. 

"We are looking to establish new relationships with as many as we can, to a certain extent [those plans] depends how successful the demand generation is and how successful the [distribution] appointment is," said Hunter.

The scheme will run for H1, "We are just getting started, we haven't formulated all of the plans for the year," he added.

 

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