HP to spend a million on storage channel
- 13 March, 2003 12:08
In a bid to consolidate its position in the enterprise storage solution space, HP is spending more than $1 million this year to train and support its channel, a top executive claimed this week.
In discussing its latest round of channel training, Andrew Manners, director of HP's network storage solutions, told ARN that his channel investment was growing rapidly along with his business.
"Just the training itself costs well in excess of $100,000," Manners said. "If we incorporate that into the other programs such as rebates and marketing development, it is a big investment we are making. If you take a big picture view of how much the channel costs us, the investment would be in excess of $1 million in storage alone."
One of the latest investments HP has made has been in shifting the training from a pure product and technical focus to helping its channel partners demonstrate business value to customers.
"We are seeing that the needs of the customer are changing," Manners said. "Over the last couple of years it has moved away from having the shiniest product into delivering product into the customer's interpretation of business value. So what we wanted to do was conduct a training session with our key partners around that trend."
Nearly 50 people from 23 strategic HP storage channel partners gathered recently in Melbourne to be trained in the use of a new tool which allows resellers to demonstrate potential cost savings to end users.
For a full report see next week's issue of ARN.