HP looks to resellers to grow share of mid-market

Hewlett-Packard is vowing to open up more of the mid-market customers to the channel as it rolls out products and programmes specifically aimed at that market. The vendor recently unveiled its ten-to-one campaign targeting those companies with between one thousand to ten thousand employees and has


Hewlett-Packard is vowing to open up more of the mid-market customers to the channel as it rolls out products and programmes specifically aimed at that market.

The vendor recently unveiled its ten-to-one campaign targeting those companies with between one thousand to ten thousand employees and has set its sights on pushing more of the business to that market via resellers.

"Now around 70% comes from partners but we expect to grow that to 90%," said Frank aan de Stegge, director, product marketing, commercial solutions for HP Software & Solutions.

He said that it was investing in the mid-size space and had a number of products that provided business process management tools that could sit on top of existing legacy systems.

"For [a reseller targeting] the enterprise or SME the mid size sector is a good opportunity," he added.

Against a recessionary background where customers are attempting to do more with less mid sized companies were exhibiting the same demands as other segments of the market wanting their existing IT investments to deliver more as well as getting greater flexibility from their technology.

"We have to simplify IT management and simplify the compatibility and interoperability between the individual elements," said aan de Stegge.

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