FIUGGI, Italy, October 2, 2003 - HP reaffirmed its commitment to the channel in Europe, Middle East and Africa (EMEA) at the annual PartnerONE conference. Meeting this week under the banner of "Delivering More Together", the conference brought together 80 partners from across the region to reinforce the momentum of HP's strategy for the channel.
The conference featured HP's strategy for delivering more to customers; an update on the HP Adaptive Enterprise strategy as it applies to IT infrastructure and software as well as to services and support; and a discussion of ways in which HP and its partners can work together to ensure top and bottom line growth. HP also underpinned the opportunity for growth in the small and medium business (SMB) segment and the strategic role the channel will play in meeting the specific needs of this marketplace.
HP highlighted the benefits of its PartnerONE initiative to deliver more together with its partners, including new advantages for partners which engage and invest in building a stronger long-term partnership with HP.
These include:
- An improved compensation model investing more in those partners
who deliver a greater added value
- New revenue streams
- Enhanced market competitiveness and coverage
- Improved cost structures and flexibility
"We consider partners to be a strategic asset to HP and they contribute fully to our competitive advantage," said Jos Brenkel, vice president channel and SMB, EMEA. "We have all the elements in place for a channel business model that is not only profitable, but also meets the exact needs of our customers while better rewarding partners for the value they add to our business."
"The channel has a tremendous part to play in the adaptive enterprise strategy. It is based on open industry standard building blocks and plays to the strength of the HP enterprise partner capabilities while at the same time enabling growth, " said Olaf Swantee, vice president, sales, Enterprise Systems Group, EMEA.
"Growth in the commercial imaging and printing business is a multi-billion dollar opportunity we can share with our partners," said Bernard Meric, senior vice president and general manager of HP's Imaging and Printing Group, EMEA.
The power of HP's partnership strategy was underpinned by Microsoft.
"Microsoft and HP have been working side-by-side for close to 20 years to address the business opportunities of a demanding marketplace," said Neil Holloway, corporate vice president, sales, marketing and services, Microsoft Europe, Middle East and Asia. "Our partnership is built on a shared strategic vision. Together we are driving the momentum of the SME Vendor Forum, a group dedicated to the development of joint solutions, in order to reduce the go-to-market costs in key areas of opportunity."
The conference also provided a unique customer viewpoint from the Marie Curie Cancer Care organisation in the UK. HP delivered a solution based on the HP iPAQ Pocket PCs, enabling mobile users to receive the information they need to do their jobs wherever they may be. The solution, also including desktops, servers and network solutions, covers 26 major sites and a further 46 smaller sites, encompassing a total of some 250 remote users.
"HP understood our needs from the Executive Board down and delivered a business solution underpinned by a ratified technology strategy, support and education," said Peter Crutchfield, information systems director at Marie Curie Cancer Care in the UK. "This was the largest IT investment in Marie Curie's history and HP successfully delivered a solution with real benefits."
About PartnerONE
HP's PartnerONE initiative offers a unified architecture that applies to all products and partner types, and that helps build competency, create opportunities and reward value added by the channel partner. HP's PartnerONE strategy makes it easier, more rewarding and more profitable for channel partners to work with HP.
Contactpersonen voor
de redactie:
HP, Jos Baltes
030 283 32 37
jos_baltes@hp.com
Of
H&K/MCS
Marieke Leenhouts
023 562 82 08
mariekel@monogram.nl
Hewlett-Packard Nederland
Startbaan 16
1187 XR Amstelveen
www.hp.nl
About HP
HP is a technology solutions provider to consumers, businesses and institutions globally. The company's offerings span IT infrastructure, personal computing and access devices, global services and imaging and printing for consumers, enterprises and small and medium businesses. For the last four quarters, HP revenue totaled $71.3 billion. More information about HP is available at http://www.hp.com
(c) 2003 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.