Hewlett-Packard pushes into SME market

Hewlett-Packard pushes into SME market

Hewlett-Packard is making a push into the small and medium enterprise (SME) market, announcing last week a new million-dollar program for eligible channel partners.

The new Business Solution Centre (BSC) program will be limited to 50 resellers in city and country locations around Australia. They will be supported by 10 dedicated commercial channel sales staff, said HP national sales and marketing manager for the commercial channels organisation, Chris Greig.

"We will make sure our customers have the information they need to be successful," Greig said. "This sector is steeped in some degree of cynicism and a fair amount of moroseness".

More communication

He said the SME sector comprised about 50 per cent of HP's sales, but had been "largely neglected" by the vendor. "We will invest in building a very competent channel for the SME segment," Greig said.

To do that, certification for BSC involves resellers selling the complete line of HP hardware and committing to minimum sales levels. Resellers will also need to be Microsoft Certified Network engineers and HP Networked Systems Professionals.

In return, HP will offer resellers more communication via its Web site, technical support and training, and it will also pass on customer leads. HP will also release a number of products spe-cifically designed for SMEs, including PCs, networking hardware, printers and servers.

HP expects the full complement of 50 resellers to be on board by the end of the year.

Hewlett-Packard Tel 13 1347

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