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ProCurve goes into reseller recruitment mode

ProCurve goes into reseller recruitment mode

Vendor intends to step into security and convergence markets through the channel

ProCurve Networking is on the hunt for more resellers to help meet local growth targets.

"Our objective was to grow the business faster than the market. According to IDC, the market grew by 7 per cent last year, while we grew by about 25 per cent. Our target for this year is to grow by 45 per cent and we are absolutely on track," South Pacific country manager, Gurkirat Singh, said. "We don't want to go direct, we want to work with partners, they are our biggest asset."

ProCurve has about 50 partners in the local market. Singh said he wanted to take that to 75 in the next 12 months.

A major emphasis was being placed on partners working in new market areas for ProCurve such as security and convergence, he said. Along with training, ProCurve partners have access to a dedicated account manager, special pricing, marketing funds and rebates.

"Our plan for the channel is to make them more profitable by improving their skills set and training them to a level where they can service the customer and actually make money out of those services," Singh said.

The networking vendor and HP subsidiary is also looking to fill a vacant channel and distribution manager's position, along with a sales and a marketing role.

ProCurve has also promoted Robert Post to the newly created role of national sales manager. He has been with ProCurve for about two years and previously spent eight years with HP.


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