Leading Solutions has broken its 13 year exclusive hardware relationship with HP, adding laptop specialist Toshiba to its vendor line-up.
The Melbourne-based reseller now has a direct reseller deal with Toshiba. Leading Solutions managing director Frank Colli said the growth in the notebook market, along with the breadth of product Toshiba offered had lured the reseller away from being an HP-only shop.
“HP continues to expand its product range, but there are still some pieces missing,” said Colli.
The decision to add Toshiba came in the course of Leading Solutions’ annual review of partners, said Colli. The reseller had been in talks with Toshiba for several months, and is already selling Toshiba product.
Toshiba’s solution sale approach had meshed well with the Leading Solutions consultative sales strategy, said Colli.
While HP will still represent a large proportion of Leading Solutions business, Colli said that HP’s method of engagement with its channel partners had changed since the merger with Compaq.
Changing market conditions, including the direct competitive threat of Dell, had meant HP had needed to adopt different go to market strategies, he said.