HP Partners 'Fired Up' To Drive Sales Growth After Advisory Council Meetings


Hewlett-Packard SMB and public sector partner advisory council members see a renewed channel commitment and vigor from the $120 billion computer giant with the formal launch Friday of the revamped PartnerOne program.

The advisory council members, who met with the entire HP executive team this week including HP CEO Meg Whitman, Enterprise HP Executive Vice President of the Enterprise Group Bill Veghte, and HP Printing and Personal Systems Group Executive Vice President Dion Weisler, said they see a company poised for sales growth after two years of retrenchment.

"I have been on this council for over seven years, and I can't recall a time when the executive leadership, management and programs are aligned as well as they are today," said Henry Fleches, the co-founder and CEO of United Data Technologies, No. 256 on the SP500. "HP has done a fantastic job of setting a vision, driving the vision, crafting a program and executing on it. There has been a misalignment in the past."

 

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Fleches said he walked away from the three days of executive meetings -- hosted by HP Vice President, Printing and Personal Systems Americas Channels Scott Dunsire and Director of Americas Channel Partner Marketing Matt Smith -- fired up to drive sales growth. "This is an organization that has started to make the turn and is headed in the right direction," he said. "This is a good time for HP and its partners."

Fleches credits Whitman for charting a five-year plan and putting in place the right talent to execute the turnaround. "The momentum that HP has right now is because of the people in HP," he said. "I believe in HP again. It was a pretty impactful session."

Key to the channel momentum is a simplified and focused PartnerOne program with increased margin opportunities for HP partners, said Fleches. "The revised PartnerOne program exemplifies HP's commitment," he said. "It gives us an opportunity to scale our business with HP. I see a tremendous amount of commitment from HP at all levels and a tremendous amount of transparency. That transparency is huge."

Rick Chernick, CEO of Camera Corner Connecting Point, Green Bay, Wis., a member of HP's SMB partner advisory council for the more than a decade, said he is anticipating significant HP sales growth as a result of the changes that have been made by the company.

"I have already met with my sales team and my message to them was: HP is back and better than ever. There is no stress about what direction they are going in or what is going to happen. They have simplified the partner program and there is a channel commitment from the highest level."

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