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06 Mar 2009
HP has launched a set of partner tools designed to help its PC and printer dealers make the leap into selling more complex storage solutions.
Available offline via flash drives and online through the vendor’s partner portal, the tools have been designed to make both distributors and resellers sound professional when selling storage.
Stephen Watson, channel and SME marketing manager for StorageWorks at HP, said: “Partners take the exams and gain the necessary accreditations, but these extra tools will help them ask the right questions about storage needs and sound professional.
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“People cannot afford to make mistakes or miss opportunities in today’s economic climate the new flash drives support partners in translating storage that can sometimes seem like a foreign language.”
While the new tools are available free of charge to all partners, Watson said partners that have not previously sold storage can use the tools as a way to start offering it.
Tom Kelly, UK managing director of HP VAR Logicalis, said: “It makes sense to try to simplify selling storage, but I hope HP does not think that everything can be put on a disk.
“Not everything you learn in class can be put on a disk and understood some things are only learned by actually doing them.”
Watson said a number of partners are used to selling HP hardware but may struggle to make an impression in storage. “Some partners look glazed when it comes to selling storage,” he said. “They need to be able to express the fact that a customer’s backup kit, left collecting dust in the corner, can save their livelihood when something goes wrong.
“We are encouraging partners to come in and see us to discuss their needs in times like these partners need to feel that personal touch and support,” he added.
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