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Outgoing HP channel boss: Outlook positive for 2012

"I’m very optimistic about the business in the channel,” says Belinda Ross.

Outgoing HP Solutions Partner Organisation (SPO) country manager, Belinda Ross, has scoffed at predictions of a bleak 2012 for the channel.

Ross tendered her resignation this week after almost 12 years with the vendor.

Having gone through five different roles at HP, she said the goals she had set for herself had been fulfilled and it was time to find other challenges.

“I really need to sit back and decide what it is going to be – and outside of HP,” Ross told ARN.

With a few years with working with the channel under her belt, she had a positive outlook for channel partners in 2012.

“I think it will be very positive,” Ross said. “Talking to channel partners, they all seem to have a very bullish outlook going forward because the savings rate in Australia is at its highest in 20 years so its not like the money is not there to be spent, it’s just actually people being more cautious.

“So I’m very optimistic about the business in the channel.”

She expects a bounce-back in business and that channel partners are well-placed to understand how to give confidence back to customers so they would start spending again.

Ross’ parting tip for channel players? Stay close to the customers.

“Be ready to go back to the old basics of being a trusted advisor and making sure to let customers know you are there for the slow times and the good times,” she said.

“Channel partners I’ve spoken are absolutely already doing that.”

While it might remain a challenging Christmas period for partners, the gradual increase in retail confidence will rub off on the channel, Ross said.

Ross will leave her job at HP on December 23. She will be helping HP find her replacement. She will miss her HP team the most.

Nominations for the 2012 ARN IT Industry Awards open on Tuesday, June 12.

More about: ARN, Hewlett-Packard, HP
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