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The HP/Compaq channel structure

The HP/Compaq channel structure

HEWLETT-PACKARD

Distributors: Tech Pacific, Ingram Micro, Digiland.

Specialist wholesalers: Lynx Technology, Advanced Portable Technologies, Dynamic Supplies, DaisytekAggregator: eXeed.

Resellers

Premier Partners (12-18 in total)

Premier partners will be required to have at least two STAR-certified technicians and one sales professional in every branch as well as a sales threshold of around $7.5 million per year.

Business Partners (80-100)

Required to meet a basic sales target, with certain levels of expertise.

Registered Resellers (100+)

Entry-level HP reseller.

COMPAQ

Distributors: Tech Pacific, Ingram Micro, Express Data, Daisytek, Dicker Data.

Resellers

Compaq Technology Partner (CTP)

CTPs sell in excess of $125,000 per quarter and have at least one ASE or ASE Professional on full-time staff. CTPs may be considered for a direct account with Compaq on sales of at least $3 million per annum.

Compaq Premier Services Reseller (PSR)

PSRs sell in excess of $150,000 in Compaq services per annum.

Compaq Solutions Partner (CSP)

CSPs are the exclusive sales channel for certain Compaq software products and associated services.

Compaq Retail Technology Partner (RTP)

RTPs sell in excess of $125,000 per quarter and have a dedicated Compaq sales showroom.

Compaq Associate

Entry-level Compaq reseller.

THE FOUR DIVISIONS OF THE NEW HP

Access Devices division

PCs and handheld devices.

Estimated revenues: $US29 billion.

Led by: Duane Zitzner, currently president of HP's computing systems division.

IT Infrastructure division

Servers, storage and software.

Estimated revenues: $US23 billion.

Led by: Peter Blackmore, currently Compaq's executive vice president of sales and services.

Imaging and Printing division

Printers, scanners.

Estimated revenues: $US20 billion.

Led by: Vyomesh Joshi, currently president of HP's imaging and printing division.

Services division

Provision of IT services.

65,000 staff.

Led by: Ann Livermore, currently president of HP's services division.


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