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Channel focus remains key plank of HP turnaround plan

Simon Quicke

Hewlett-Packard's CEO Meg Whitman has given a report on the progress of her turnaround plan admitting that there is still more work to do with improving its relationship with the channel.

As the vendor unveiled its fiscal fourth quarter results, which marks the end of the second year of a five year turnaround plan spearheaded by the CEO, the focus remains on improving relationships with channel partners and customers.

"At our security analyst meeting, we highlighted a number of areas where we need to execute better. For example, we need to do more work to fix our go-to-market strategy in enterprise group, particularly in channel engagement and pricing," said Whitman.

Other areas she wanted to see improvement were in HP taking more share in the mobility space with personal devices, "we are making progress on our mobility strategy but we still have not broken through".

"We are still in the early stages of building an ecosystem to capture a greater share of personal device accessories and services," she added that it also had to keep customer needs firmly in mind when it tried to pitch against the competition.

For its fiscal Q4 the vendor delivered a 3% decline in revenues year-on-year to $29.1bn and a drop for the full year by 7% at $112.3bn. The areas of the business that saw growth included printing, networking, storage and standard servers.

The personal systems division delivered better than expected numbers with only a 2% year-on-year decline, but things were grim on the software side with a 9% decrease and HP financial services also dropped by 6%.

 


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