HP simplifies ESS and TS channel structure


HP simplifies ESS and TS channel structure

Paul Kunert

Hewlett-Packard is overhauling its internal structure for partners that sell Enterprise Servers and Storage or Technology Services in a bid to speed decision making and improve support for smaller mid-market resellers.

From 1 August, all sales and marketing resources previously managed under the Solutions Partner Organisation will be moved to the ESS and TS business units.

"HP will fully integrate mid-market, SMB sales and go to market functions, including partners, HP sales and telesales," said an HP EMEA spokesman in a statement sent to MicroScope.

The transition should be completed in time for HP's new fiscal year starting November 1 and means that Kevin Matthews, who ran the ESS SPO partner business will now report to Ian Stephen, head of ESS.

"This decision will make it easier for ESS and TS partners to do business with HP through faster decision making and turnaround times," said the spokesman.

"This organisational shift also provides ESS and TS partners with increased support for targeted segment and industry vertical strategies to help them deliver improved customer value," he added.

The move was logical said Tim Thrower, managing director at HP Gold partner OCSL, who added "closer alignment with the business unit" would lead to "quicker responses" from the vendor.

One reseller expected more pre-sales resources for smaller mid-market players that sold to customers with fewer than 500 seats and had struggled under the existing structure to get pre-sales support.

Some in the channel believe the changes in ESS and TS are the start of "massive organisational changes across the entire business", due to take effect at the start of fiscal 2010 that could wipe an entirelayer of middle management.

The day to day ESS/ TS administrative processes including rebate and special bid claims will continue to be managed by the SPO team.

HP declined to a telephone interview.

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