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Letter to the editor: HP not confused about channel

Letter to the editor: HP not confused about channel

The distribution channel relies on getting clear and factual information from publications such as ARN, and so I want to put right any misconceptions arising from your recent article "HP direct strategy doesn't wash with resellers" (ARN, November 4, page 4).

HP has demonstrated unequivocal support of the channel for many years, and we continue to invest in providing even more to make our channel successful.

Some of the recent HP services announced for the channel include a comprehensive Web site providing exclusive HP information to HP resellers; a range of sales and marketing resources to help the channel close business; a revised lead tracking and distribution system; and the Business Solutions Centre program, which helps resellers better meet the needs of small and medium businesses.

At the same time, we are not oblivious to a growing demand from our larger customers for a stronger relationship with HP. To this end, we have decided to invest in more sales staff and to revise our engagement rules to better cater for situations where HP may be called upon to prime the relationship.

However, in all cases we will continue to work with the channel to deliver products and services to customers.

Fundamentally, we see HP resellers as an integral part of our take-to-market strategy. We believe that together we can better satisfy the needs of our common customers and it would be nice if ARN could join HP in "talking up" the resellers' capabilities, rather than adding to others' confusion.

The enthusiasm and success of HP resellers has resulted in a strong surge in sales for our Australian operation. We see no reason to change a winning formula and will continue to invest further in the Australian channel; a statement that I hope will reassure resellers confused by your story.

Sincerely yours,

Chris Greig, General Manager

Commercial Channels Organisation

Hewlett-Packard Australia


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