HP sails Indigo Pacific with Document Router
- 21 March, 2001 14:00
Australian reseller Indigo Pacific has been appointed by Hewlett-Packard's Delivery Solutions Group to resell a new Document Router product into the mid-enterprise market.
Hewlett-Packard (HP) dumbed-down some of the lessons which its historically direct Delivery Solutions sales force learnt in the high-end print and fax management space to release a product designed to converge a number of point products.
HP's new router offerings boast a number of features that allow users to send and track documents from any application on any standard platform while they are printed, faxed, e-mailed or published on a company's LAN. The Document Router uses a Windows or Web-based GUI and firmware to manage outgoing documents as well as report on the state of printing/fax devices, such as when toner cartridges are low or printers are jammed.
The alliance signals the first time in Australia that HP's Delivery Solutions offerings have been both sold through the channel and to mid-sized companies, says Mike Yokom, business manager of Indigo Pacific.
While Yokom was reluctant to reveal what markets Indigo Pacific has earmarked for the product, he did confirm the reseller had ambitions of selling to 150 companies within 12 months, with an emphasis on legacy Unix environments. He also claims the product will be targeted at enterprises of 60 seats and above.
Because HP's Delivery Solutions fall under the vendor's larger Printing Solutions Group, Matt Schmitz, channels manager for Delivery Solutions at HP, claims the new router-based products will interface with most printers, faxes and e-mail systems. While he says the router can replace the need for a company's print servers, it will not negate the need for e-mail servers.
The Document Router product will come in three models including the entry-level 20/10, which processes around 1000 jobs a day for 100 users through 40 output devices. The 20/40 model is for larger companies, and the 20/90 model is for enterprises processing up to 10,000 jobs from 800 users through 300 output devices.
The product is as much a business solution as it is an IT solution, according to Schmitz. He claims the Document Router product frees up time spent by IT personnel fixing small delivery problems, while providing insurance for business managers that a sent document has been received.
But due to its high-end legacy, the product is fairly complex and remains a solution-sell, says Schmitz, a prospect Indigo Pacific is looking to derive maximum value from. Indigo's Yokom claims it will take an average of three days to install.
Indigo Pacific secured the sole-reseller alliance because of its previous relationship with HP, claims Schmitz, and its niche focus on document automation. HP will not add additional resellers for about a year, he says.
As part of the new relationship, HP is providing Indigo Pacific with training, technology and marketing support, a statement released by HP said.