Hewlett-Packard is making an aggressive push into the small-and-medium enterprise (SME) market, announcing yesterday a new program for a selection of its channel partners.
The new Business Solution Centre (BSC) program will be limited to 50 resellers in city and country locations around Australia.
HP national sales and marketing manager for the commercial channels organisation Chris Greig said the SME sector comprised about 50 per cent of its sales, but was "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 to commit to minimum sales levels. Resellers will also need to be Microsoft Certified Network engineers and be HP Networked Systems Professionals.
In return, HP will offer resellers up to 10 dedicated commercial channel sales staff, 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 specifically designed for SMEs, including PCs, networking hardware, printers and servers.
Twenty resellers are already certified, and HP expects the full complement of 50 will be on board by the end of the year.
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