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09 Apr 2007
Jos Brenkel, the departing head of Hewlett-Packard’s (HP) EMEA channel, has claimed that there is still work to be done in the vendor’s distribution channel and he called for partners to drive more business online.
As revealed by CRN, Antoine Barre has taken over the reins from Brenkel as the new EMEA vice-president Solution Partner Organisation. From 1 May, Brenkel will become vice-president and general manager at Personal System Group for Middle East, Mediterranean and Africa.
“I have enjoyed my time in EMEA and feel we have created some value for both the channel and HP at a time when the channel was not necessarily fashionable,” Brenkel told CRN. “I know we have annoyed some people along the way, but our indirect model is now a healthy business from a margin point of view and we have rebuilt the trust with our channel partners.”
However, he added that there were several elements of HP’s channel strategy that still needed improving.
“I still think distributors are not marketing enough,” he said “They haven’t invested enough in building loyalty programmes for VARs and in providing a platform for the partners of tomorrow. Also, our final-tier partners have not invested enough in connectivity to make full use of the internet. This is something that I’m sure Antoine will be looking at.”
Brenkel added that Barre is a good replacement to the role.
“Antoine is the perfect person for the job. He has very strong attention to detail and will make sure we don’t veer off and create a new strategy.”
Andy Dow, commercial director at distributor Westcoast, said: “Jos has been a tremendous driver behind the channel and he will be missed. But Antoine is a very capable individual and I’m sure he will bring his own ideas to the table.”
Andy Gass, managing director of Computer 2000, said: “Jos managed the channel at a very difficult time for HP and he has done a great job.”
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