HP salesforce gets networking compensation


HP salesforce gets networking compensation

Alex Scroxton

Hewlett-Packard's sales teams are now receiving quotas and compensation across the full range of the combined HP Networking, 3Com and H3C portfolios, as the vendor ramps up its formidable sales organisation to push its Converged Infrastructure data centre strategy.

According to HP Networking, a significant part of 3Com's partner base has now joined its partner programme, with UK country manager Darryl Brick estimating that the process is approximately 80% complete.

Brick told MicroScope: "The identification of which partners needed to be moved into our programme is done, and they are in the process of becoming HP Preferred Partners."

"There was thankfully quite a small overlap, which has enabled us to move quickly," he added.

Movement of higher-end enterprise focused accounts may take up to six months longer, according to HP.

"The distribution layer is all integrated already, the legacy 3Com distribution partners are now part of our stable, with one price list and one portfolio," said Brick.

Turning to the future of HP's relationship with Bell Microproducts, which recently set up a new virtual team to manage the portfolios of both companies, Brick said that the two firms had a historically strong partnership.

"We will work through any intricacies of the Avnet deal with them, so far none have arisen," he said.

Detailing the vendor's future strategy, Brick said that in the wake of the 3Com acquisition, HP was now the only vendor in the market to be able to offer a "full portfolio of standards-based solutions and services", and proclaimed the networking business a two-horse race between HP and Cisco. 

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