Hewlett Packard (HP) resellers look set to win more business in the SME space, the company claimed during the launch of its latest channel strategy.
HP had several SME schemes running before the merger, including its Technology Means Business and Business Partner programmes, and its Centres of Excellence.
David Smith, SME sales and marketing manager at HP, confirmed the schemes will keep running and said the firm had expanded its account teams to help resellers to target SMEs.
Smith said HP has been setting up training programmes, support centres and sales tools to help its resellers to become trained and accredited for the Compaq range.
Sue Richards, managing director of HP Centre of Excellence EBM, said HP had put in some 'fast-track' training. "Because of the merger HP needs a good spring clean. There is still a lot to do, but most of it is in place now," she said.
Smith said the company was continuing with its Centre of Excellence scheme, and had already appointed 70 new partners. "Many had a business focus on Compaq, which was an issue before the merger, but obviously isn't any more," he said. "We are also increasing the scheme's profile."
Smith said HP did not intend to add any more partners to its Business Partner programme, which has 1,200 members.
Smith also said the firm was currently conducting its annual distributor reviews, but refused to comment on any possible cuts or additions to the current roster of 15 partners.
Richards said she did not think 15 was too many, but said those that "didn't give the right service" might be axed by HP.
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