Alliance creates giant HP channel

Alliance creates giant HP channel

Three major Hewlett-Packard resellers are joining forces to form the biggest channel representative of the global giant in Australia.

Opting to capitalise on their respective strengths Kasys, CES Computers and Leading Solutions have formally established a joint company to be called The Networkers. The company will have a national focus with joint revenues in the vicinity of $65 million and a staff of about 120, according to Bob Keers, managing director of Kasys.

Kasys has valuable expertise in the corporate arena while CES, a Canberra-based company, brings extensive government experience to the table.

Restructuring undertaken by HP some two years ago is only now beginning to see effects at the operating level, Keers said.

Two years ago HP decided that its present business model needed to be altered. The company's enterprise systems and products divisions were run as separate entities. Since that time it has attempted to bring these two areas together, a move which according to Keers, has now filtered down to "where the tyres hit the road".

In forming The Networkers, the three companies hope to capitalise on larger scale business with HP, blending product supply and support with the more challenging job of systems integration.

Keers said that while enterprise contracts predominantly attract a direct approach between vendor and client, the establishment of The Networkers will enable the three companies to better "tail in" with deals of this magnitude.

The Networkers will give the member companies points of presence all over Australia, including Sydney, Brisbane, Melbourne and Perth.

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