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ProCurve looks to strengthen channel relationships

ProCurve looks to strengthen channel relationships

Networking vendor, HP ProCurve, is extending its channel program in order to create more formal ties with its top resellers.

South Pacific country manager, Gurkirat Singh, said it currently had four elite partners - Volante, Leading Solutions, Commander and ComputerCorp - that could buy direct as well as a further seven that had also been granted direct access to bring ProCurve in line with other divisions of HP.

Below that, it had a base of 600 resellers that sourced product through Ingram. Of these, he estimated 50 were accounting for about 80 per cent of local ProCurve sales.

The extension of its channel program would look to bring the majority of these into a more formal partner relationship that encouraged greater commitment to the ProCurve brand.

Partners would be split into three tracks: elite partners with the potential and desire to deliver the full gamut of networking services; speciality dealers with skills in a particular field such as mobility or government sales; and professional resellers that concentrate on fulfilment and have little or no interest in chasing the services dollar.

"We have avoided creating a tiered structure of gold, silver and bronze because we want to treat our partners equally," Singh said. "We are able to do that because we know they will be targeting different market segments, which will mean channel conflict is not an issue."

ProCurve is aiming to sign 20 partners to its new program in January and another 20 by the end of March.

For more on this story, see next week's ARN.


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