HP Implores VARs to HelpBy Sharon Linsenbach | Print
CEO Mark Hurd tells partners at HP's annual partner conference
that the vendor needs their help, and it will do whatever it takes to
ensure partners' success.
Although he was battling laryngitis, Hewlett-Packard
Hurd spoke to HP channel partners at the vendor's annual partner conference,
held Feb. 25-28 in
"We are not the biggest IT company in the
Hurd said he and other HP executives recognize that partners often have
difficulty working with HP, and that the company is often slow to respond when
Hurd pledged to partners that he and his executive team will go to great lengths to help them close deals and upsell across HP's entire portfolio.
He added that he is willing to make phone calls and send e-mails to existing and potential customers on partners' behalf, or even visit with those customers face to face if it could help close a sale. "I would be willing to sit with [VARs'] customers if that would help. There's no commitment we won't try, unless it's illegal or unethical," Hurd said.
All HP executives were told they have support from the top to make any changes necessary to drive new business and new product lines through the channel, he said. Hurd said HP recognizes that while currently 65 percent of revenues are generated from mature markets, the 35 percent that come from emerging markets and SMBs (small and midsize businesses) represent a huge opportunity both for HP and its VARs.
"We don't have resources today to take advantage of all the opportunities out there," he said. Hurd added that HP is extremely eager to engage with partners to take advantage of those opportunities in the SMB and midmarket space where VARs have the greatest foothold and hold greater influence.
Hurd said that analysts predicted the company will post revenues of between $111 billion and $114 billion in 2008 and that the channel is HP's key weapon in its go-to-market strategy.
He also said HP needs to focus on increasing market share in the