HP Networking chief to address VAR services strategy


HP Networking chief to address VAR services strategy

Alex Scroxton

The new EMEA vice president of HP Networking has pledged to address lingering differences of opinion between HP and its resellers over services provisioning.

Speaking to MicroScope today, Nick Watson, who was named to the post on Monday, said that there were differences between how many vendors and resellers addressed the services market.

"Vendors often misunderstand that it's not just about the margin in the deal, it's also about creating a sustainable relationship between the partner and the customer," said Watson.

"One one hand the vendor needs to provide a services element, but there is a balance that needs to be struck, and I find that although channel partners understand the need for the vendor to be involved in support and services, they also want to see willingness from the vendors to work collaboratively with them," he continued.

Watson said that many vendors - including HP at various times - had tried to take too large a slice of the services pie from their resellers, and he wanted to build greater trust within the channel that these days were over.

Industry veteran Watson took the decision to make the leap from Cisco to HP after being approached by customers unhappy with the growing complexity of their ICT installations and demanding systems from one organisation that connected with the various technology silos.

"Organisations are trying to reduce the number of organisations they deal with, which is obviously where partners come in," he said.

"I looked at several vendors but in the end thought there was only one company that could do that," he added.


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