HP gets behind ProCurve VARs

Integration: HP has embraced Procure partners into its Preferred Partner programme

HP ProCurve’s UK chief has claimed the backing of HP has allowed the networking vendor to grab market share and bolster its channel during an eventful 2008.

Darryl Brick took over as ProCurve’s UK and Ireland country manager in December and claimed that 2008 had been a landmark year for the company. He said the vendor had doubled its market share from five to 10 per cent and that shipments were up more than 30 per cent on last year.

ProCurve’s tally of UK partners has also increased this year and the number of top-level Master (formerly Elite) partners has grown from two to 11. Brick said he wanted to build on this success next year and hoped to at least double the vendor’s market share again and continue to target the enterprise space.

“Behind the scenes we have had to do a lot of hard work in getting our channel model right and making some significant investments,” he said. “The biggest challenge that we faced was the lack of integration with the wider HP channel strategy and that has now been addressed in various flavours and formats.”

Brick indicated ProCurve partners would benefit from being part of the HP Preferred Partner programme, a move that was announced last week. ProCurve VARs can now apply to become Preferred or Gold Preferred partners. They will then be set targets by HP on a quarterly basis, rather than twice a year.

Gary Shepherd, sales director for ProCurve Master partner Qubic, said: “There has been a lot more joined-up thinking and that has definitely helped. It makes a lot more sense to have ProCurve as an integral part of HP, rather than having it off to one side.”
Mike Gammie, IT services development manager at Professional partner Misco, added: “2008 has been a much better year with ProCurve.”

The year has been eventful for ProCurve on a global level with the departure of John McHugh as general manager and the acquisition of wireless LAN specialist Colubris. Brick welcomed the Colubris deal and confirmed McHugh’s replacement Marius Haas was the right choice.

“ProCurve has been thrust into the spotlight within HP and the impact has been dramatic,” he said. “Marius has accelerated growth and is investing heavily to grow the business. The Colubris acquisition brings great technology to our product portfolio. It is a statement to the market of ProCurve’s intent to build an enterprise-class offering.”