DTP back to school

Cranfield School of Management renews £1m laptops and services contract

Hewlett-Packard reseller DTP has reaped further benefits from a laptop and services deal it won two years ago at the expense of Dell.

The VAR's £1m contract with Cranfield School of Management has been renewed.

The original trial used Dell kit, but the vendor's service provision was thought to be its Achilles' heel.

Howard Hall, managing director of DTP, said the reseller had worked with the school for two years, generating about £500,000 of business per year.

"The school could not get a high-quality service (from Dell)," said Hall.

After-sales support is vital for organisations with limited IT skills, he added.

Keith Temple, team leader for student support at the school, said: "When we dealt direct with Dell we did not get the support we needed. Dell is good at marketing and manufacturing but poor in support."

Analyst IDC last week crowned Dell king of the computer makers, after the direct vendor shipped 5.2 million units in the third quarter of 2002. Former leader HP was in second place.