ProCurve throws a distribution U-turn

ProCurve throws a distribution U-turn

The networking arm of HP, ProCurve, has ditched plans to appoint Express Data as a high-end distributor of its switching products after appointing a new channel marketing manager.

Back in March, ProCurve’s Asia-Pacific channel manager, Yvonne Kraemer, announced that Tech Pacific and Ingram Micro were to be retained as volume distributors while Express Data would be asked to concentrate on the value distribution of top end solutions.

Kraemer has since left ProCurve to take up a new role as group category manager for Telstra, with a focus on retail and distribution.

Gurkirat Singh, HP ProCurve channel marketing manager for Asia-Pacific and Japan, was appointed as her replacement with a slightly broader scope.

After assessing the distribution model, he decided there was no reason why Tech Pacific and Ingram Micro could not handle value and volume distribution.

“We had advanced conversations with Express Data that pointed to a partnership but it never happened,” Singh said. “They were unable to provide the right level of commitment to ProCurve and it was a mutual decision not to proceed.”

Channel marketing director at Express Data, Greg O’Loan, confirmed discussions took place but said both parties were unable to find a suitable commercial arrangement.

Meanwhile, three ProCurve VARs have now been appointed as elite partners. Volante, Commander and Leading Solutions were among a group of around 15 resellers already buying direct from the vendor but will now receive a range of additional incentives.

These include access to a HP sales specialist or business development manager, marketing dollars, sales and certification training, financial incentives on select high-end products and networked sales leads.

In return, the elite partners have committed to revenue targets, agreed to provide resources exclusively to ProCurve and will allocate staff to be trained as necessary.

“History has played a major role in the selection of these partners,” Singh said. “Tier two partners operating through the distribution channel are selling products but we want these people [elite partners] to be selling high-end switches as a solution. They must also be able to configure, implement and support networks.”

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