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Garage boys laying channel foundations

Garage boys laying channel foundations

Efforts by Hewlett-Packard to become the dominant global vendor in the Australian IT channel are bearing fruit, according to results from channel research company Inform's latest reseller survey.

In announcing winners of its inaugural Recognition in IT Achievement (RITA) awards for channel suppliers, Inform says HP is making big moves in the channel. The nomination of HP as "preferred supplier" by resellers was on the up according to the latest research and according to May sales figures, those results are starting to borne out in market share of sales through the channel.

It is this surfacing of HP as a preferred supplier amongst many of the company's channel partners was the most notable factor to emerge from this year's Channel Trends research, according to Inform director, David Hancock.

"A few years ago, HP was very much a secondary player as far as the channel was concerned," Hancock said. "By our observation, it has put a lot more effort into [the preferred suppliers section] than in the past. We have monitored its rise with interest, and this year's results show the effort HP has made has been rewarded.

Hancock said the main purpose of the RITA awards was "to recognise those vendors and distributors that are performing well" in the hope that it will act as an incentive to generally improve the quality of service to resellers. "This section of the survey has always been very popular with resellers as it is the channel's opportunity to tell vendors and distributors what they think of them.

Phil Burnham, Inform's senior research analyst, said that as well as the great strides HP made in mass merchant retail (as reported in ARN in January) the impact is spreading "across the entire channel".

Burnham said January to May was a tough period for vendors with most of them finding it hard to maintain numbers. "Most of the big vendors are not fairing well," Burnham said. "HP appears to have suffered far less than some of the others."Awards were presented in a range of categories for distributors and vendors with sub-categories on the type of services and measurables that are most important to resellers.

Hewlett-Packard was announced as the "overall" preferred channel supplier in six of the 13 categories announced: printer vendor, storage vendor, desktop PC vendor, mobile PC vendor, PC server vendor small and mid-range server vendor.

Winners were awarded in all sub-categories and then an overall winner declared for each category. The full list of overall winners in the RITA awards is as follows:PERIPHERALS DISTRIBUTOROVERALL WINNER - Hitech DistributionLAN/WAN DISTRIBUTOROVERALL WINNER - BMSPC & SERVER DISTRIBUTOROVERALL WINNER - Dicker DataSOFTWARE DISTRIBUTOROVERALL WINNER - Express DataPRINTER VENDOROVERALL WINNER - Hewlett-PackardMONITOR VENDOROVERALL WINNER - NECSTORAGE VENDOROVERALL WINNER - Hewlett-PackardLAN/WAN HARDWARE VENDOROVERALL WINNER - CISCODESKTOP PC VENDOROVERALL WINNER - Hewlett-PackardMOBILE PC VENDOROVERALL WINNER - Hewlett-PackardPC SERVER VENDOROVERALL WINNER - Hewlett-PackardSMALL & MID-RANGE SERVER VENDOROVERALL WINNER - Hewlett-PackardBUSINESS SOFTWARE VENDOROVERALL WINNER - Symantec


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