HP wants the channel to ride an SMB wave

By Jeff Jedras, ITBusiness.ca |  Business, HP

While HP is comfortable fighting the battle with Dell in pricing, and will do so if necessary, at the end of the day DeWitt said it's about total cost of ownership over the product life-cycle, and here HP has the materials and metrics to show it has Dell beat handily.

"Price isn't what defines client computing, it's just a piece of the pie. It's overall economics of life-cycle that defines who has the best return on investment, and we blow them away," said DeWitt. "We're comfortable measuring any aspect of that life-cycle relative to our friends from Texas."

To grow that SMB market share in Canada, Charles Salameh, vice-president and general manager for HP Canada's personal systems group, said they'll be looking at Canada as 10 little countries, with broad programs as well as regional-specific focuses to address varying vertical opportunities.

"We're now able to offer a virtual CIO concept for the SMB customer, to become their virtual trusted adviser, with our channel partners adding even more assets like management services and break-fix services," said Salameh.

HP's breadth now allows it to offer SMBs the right form factor product for their needs, an integrated print solution configured by the channel, networking and managed services. It's an integrated and broad-based offering that a point player such as Dell can't match, said Salameh. It's also about the combined innovation of HP and its channel partners taking these offerings to market in unique ways.

"Dell wants it really badly. They want what we have. Our partners want us to be more aggressive with them supporting their growth, and we want their insight," said Salameh.

Join us:
Facebook

Twitter

Pinterest

Tumblr

LinkedIn

Google+

Answers - Powered by ITworld

Join us:
Facebook

Twitter

Pinterest

Tumblr

LinkedIn

Google+

Ask a Question