HP sets sights on Sun resellers


HP sets sights on Sun resellers

Simon Quicke

Hewlett-Packard is setting out to exploit the uncertainty that has been caused by the Oracle acquisition of Sun by targeting resellers of its rival.

Although the Sun and Oracle deal has now been given the thumbs up by both US and European regulators the length of time it took to reach that stage plus the ordering issues that followed have caused some concerns in the channel.

Speaking to MicroScope, Kevin Matthews, UK and Ireland channel manager for Enterprise Storage, Servers and Networking (ESSN) at HP, said that it understood that the market was recovering and there would be fresh business but it also wanted to gain share from rivals.

"We are increasing the resource addressing the channel and they share of business profiling partners business allocating resource to work with resellers. We are actively going after Sun and IBM partners," he said.

"Some are concerned about what Sun is doing and every Sun customer is thinking about an alternative and we can offer those partners [selling into those users] an alternative," he added "We feel with our x86 business we have a great offering."

Matthews said that although the recovery was about taking market share from rivals it also expected some new business to start flowing through and it was doubling its lead generation team that filtered through leads to partners.
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