Ziff Davis Internet
News & Resources for the IT Reseller
NewsReviewsTech AnalysisCommentarySecurityLinux/Unix
My Account |  

SMB Council Offers HP Its 2 Cents
By John Hazard


Hewlett-Packard Co., last month, launched an advisory council of its small and midsize business resellers to help guide its route to the SMB market and its relationships with its 15,000 partners in the space.

ADVERTISEMENT

Eighteen of the hardware vendor’s SMB resellers will serve as a channel of dialogue between HP decision makers and VARs, helping to craft strategy, product decisions and PartnerOne programs, the company and council members said. The group held its initial meeting on Nov. 17.

“We are primarily concerned with making sure the programs HP introduces are going to be effective,” said President Rick Chernick, newly installed council president, and CEO of Camera Corner Connecting Point, based in Green Bay, Wis.

“HP’s being smart. They want to make sure they have the input, to make sure we bring the right program to market, before it gets there.”

Channel Insider Special Report: IT Spending in the Channel

Chernick said a key concern of council members will be to ensure that HP’s strategy remains focused on the customer.

Already this year, HP has altered channel strategy in response to partner guidance and comment. In November, the hardware vendor reshaped its PartnerOne Program, and executives announced just weeks ago that it would aim its direct sales force only at a small number of “named accounts.”

PointerClick here to read about HP’s ruling on which current customers are fair game for its direct sales force.

The SMB council replaces a disjointed collage of groups that previously filled the role, Chernick said.

eWEEK.com Special Report: Focus on: SMB

The latest organization is comprised of a “proper mix” of large resellers, including CDW Corp. and PC Mall Inc., as well as smaller shops, like his own and Bayshore Technologies Inc., of Tampa, Fla., a system integrator and HP reseller. Membership will rotate annually.

PointerRead Contributing Editor Pedro Pereira’s commentary here on why HP’s future looks bright.

Kris Rogers, executive vice president of sales at PC Mall, was installed as council vice president, and Chernick said he expects to add an executive council in the weeks ahead.

The council will meet in person twice a year and hold conference calls at least every 60 days, Chernick said, while council leadership will communicate weekly.

     
Email


TALKBACK

MICROSOFT RESOURCE CENTER
Free Hands-On Training Lab
Find out how key features of SBS 2003 can help you open up a new line of revenue. Register now >>


SBS 2003 Sales Reference Card
This handy reference card contains features at a glance, sales objection handling, pricing guidelines & more. Get it now >>


Microsoft Empower for ISVs rewards your big idea with big benefits and support.
Access key development tools at a low cost to help you develop that idea into an innovative application. Learn more >>



ATTN: SOLUTION PROVIDERS
Autotask makes your IT business run. Better!
  • Manage your entire business from a single integrated system accessed over the web
  • Track and control service tickets, and efficiently dispatch field service techs
  • Monitor and analyze project profitability by project, customer and type
  • Bill by fixed price, time & materials, block hours or retainers
  • Set up workflow rules and automated notifications
  • Nothing to install. Easy to use. Affordable.
Click here ONLY if you want a personalized demo via the web
(North America only, please)


Attention Microsoft Solution Providers!



Want to gain a competitive edge? Try Microsoft Watch – FREE!



Each week you receive:
  • Microsoft News and Insider Information
  • Expert Analysis
  • Code Names of Upcoming MS Products
  • Year-Ahead Calendar, updated monthly



    Click Here to sign up now for your FREE 14 Day Trial to Microsoft Watch.
  •  
  • Microsoft files new piracy lawsuits.
  • Add up to $1,200 of value with the new BONUS PACKS.
  • Learn how the power of cool can affect your servers.
  • High Performance Storage That Blows Away Competitors.
  • Adaptec Adaptec SATA II RAID Outperforms LSI, Promise, 3Ware
  • Create, manage, and archive all content with EMC
  • Go Pro.Introducing Intel® vPro™ technology.
  • Free on-line courses at Data Center University


  • POPULAR TOPICS
    CHANNEL INSIDER BUYER’S GUIDE
    •Catalog Publishing
    •Dealer Management
    •Order Configuration
    •Price Management
    •Sales Management

    View All >

    CAREER CENTER
    Search the jobs you want & get the info you need – post your resume here today!

    Powered by Dice
    SPECIAL REPORTS
    White Boxes
    MS vs. IBM
    Linux in the Channel
    Network
    CHANNEL RSS FEED
    Stay in the Zone
    Put The Channel Insider on your desktop.
    FREE NEWSLETTERS
    Subscribe to The Channel Insider: Channel News, Reviews, Resources and more.

    Make your selections below:


    Contract Watch

    The Channel Insider Update

    Preferred e-mail format:

    Enter your e-mail:


    view all newsletters >>
    Channel Insider Quick Links
    Ziff Davis Footer Logo