Smart Office not so smart, say resellers
Channel gives lukewarm response to latest change in HP scheme
Hewlett-Packard (HP) has received a mixed reaction from its partners after revealing yet more additions to its Smart Office initiative, aimed at taking a larger share of the SME market.
The vendor launched Smart Office last year, pledging an annual $750m investment in a dedicated portfolio of new products, services and training tailored specifically for SMEs.
Didier Cabaret, director of SME EMEA at the vendor, said: "The SME sector is key to HP. It represented over $20bn of our overall sales last year."
Smart Office is based on three core principles: providing the right expertise through channel partners, delivering the best products and ensuring that the technology is easy to own, Cabaret explained.
He added that HP has created a number of online 'expertise centres', based around printing and imaging, and wireless and mobility. The vendor has also launched an additional 20 new products, on top of the 100 it launched last year.
"This is a very clear statement that when we think SME we think channel," Cabaret said. "The commitment and investment we are making is also aimed at solidifying our relationships with partners."
Sue Richards, managing director of VAR EBM, said: "What HP is trying to do is push sales and get sales staff more involved, but the main thing we have found is that the price structure has changed.
"SME is a lucrative area, but often firms don't want the add-on services and just want the lowest price. Because HP is pushing its own online sales it is making margins very tight."
Paul Musgrove, managing director of reseller PS Office Supplies, said: "I would rather see HP sort out its channel and ensure a level playing field for all of its partners instead of focusing on more new initiatives."