Network Computing is part of the Informa Tech Division of Informa PLC

This site is operated by a business or businesses owned by Informa PLC and all copyright resides with them. Informa PLC's registered office is 5 Howick Place, London SW1P 1WG. Registered in England and Wales. Number 8860726.

HP's Hurd Promises More Channel Resources, But Likely For Fewer Partners

Hewlett-Packard CEO Mark Hurd said HP will give channel partners whatever resources it takes to beat Dell, IBM and other rivals, but in the future he sees the vendor going to battle with fewer but more loyal partners.

"We are looking for aggressive help, and we'll get just as aggressive as we possibly can to go to the marketplace and win in these strategic battlegrounds," Hurd said late Monday in a keynote address to 1,200 solution providers at HP's Americas Partner Conference in Las Vegas. "We need you. We need your help. There's virtually nothing we wouldn't do short of illegal or unethical to help you go to the marketplace and win."

Industry standard servers (ISS), specifically blade servers, are a key battleground for HP, which faces pressure from IBM down from its mainframe base and Dell coming up from its PC heritage, Hurd said. To help drive HP server sales, the Palo Alto, Calif., company on Aug.1 plans to launch a back-end rebate program for ISS that will increase rebate payments to partners by about 50 percent, he said.

Hurd promised continued support to the channel plus improved operational efficiencies from HP, which he said would help HP and its partners win together. But down the road, that combination may involve fewer HP partners.

In response to a solution provider question on where he sees HP as a company in three years, Hurd said, "I hope we would be leading in most efficiency categories. I hope we are [in a] three-year evolution of the trends and strategies I have described ... and the channel, if it is not doing the same percent of business, doing more.

  • 1