HP is making a shift in their business model trying to involve it solutions providers more in their customer inquiries. Peter Larocque, president of North America Technology Solutions for Synnex, says “HP is putting their money where their mouth is and investing more in the channel,” he said. “They really know their end-user customer is best served by a local resource.”
Larocque said he is not surprised by the plan to use HP.com to drive more sales through the channel. “HP Inc. has had a trajectory to use the channel more and more and more and more,” he said. “The reason they are doing that is they know the channel is going to do a good job.”
“The split has gotten HP more focused and energized,” said Mont Phelps, CEO of NWN, No. 70 on the 2015 CRN Solution Provider 500, which was named the HP Printer and Personal Systems Growth Reseller of the Year in 2015. “You can see the effort and the ideas.”
NWN President and COO Skip Tappen said he sees HP going to greater lengths than ever before to leverage the power of the channel. “This shows HP understands the channel can add real value to the solutions,” he said. “It is not just about the transactions anymore.”
NWN has been a trusted HP provider for over 20 years. With this strategic shift, our ability to work with the customers and recommend solutions that will work for them expands.