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Resellers win partnership in services program

Resellers win partnership in services program

Three Australian resellers have partnered to sell Hewlett-Packard services, as well as hardware, under HP's new program aimed at offering its service solutions through the channel.

HP has selected Avnet Computer (New South Wales and Victoria), Leading Solutions (Queensland and Victoria), and Vigil Tech (New South Wales) as the first three resellers in its Services Partnering Program (SPP).

The three companies will be among a handful of channel partners invited to take part in the program, according to HP. Like the Channel Partners 2000 program, HP will limit the number of partners and provide training and sales leads to SPP resellers.

Avnet Computer sales director Bill Frangeskakis said the deal would enable Avnet to leverage off the vendor's name and deliver end-to-end solutions to customers.

"The program was originally developed around the need to deliver complete, customised solutions and Avnet was the first SPP partner," Frangeskakis said.

"Avnet has traditionally operated in the top end of town selling large servers and the clients we deal with want total solutions, which include the services HP offers."Avnet became an HP Channel 2000 Partner in December. Frangeskakis said the SPP program was a progressive follow-on benefiting all parties - customers, vendors and resellers.

"We have already had people take up this service offering," he said. "At the end of the day, we have to win on our added value so we see this program as an advantage.

"From a sales perspective it is easy to sell an integrated package, be that e-commerce, NT or mailing solutions. Clients want to have all their bases covered."HP's services portfolio includes support for Windows NT, systems support options for HP-UX environments, HP Microsoft phone-in support, HP mission-critical server suite, and business continuity support, as well as integration and implementation, technical consulting and maintenance management.

HP claims the program represents the first time its channel partners have had the opportunity to onsell its solutions package in areas that have previously been off limits.

"SPP will lend extra strength to our reseller arm," said HP's enterprise computing sales marketing director, David Lenz. "They now have the opportunity to offer complete end-to-end solutions to their corporate customers."


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