HP ProCurve targets enterprise space
Networking vendor close to signing its first system integrator
HP ProCurve has claimed it is close to signing up its first system integrator (SI) partners as part of its aggressive push into the enterprise space.
In what would mark a dramatic break in its channel strategy, Europe’s second-largest networking vendor is hoping to add three SIs with national coverage to its Elite partner category in 2007.
Jon Weatherall, ProCurve country manager for the UK and Ireland, said: “Following our decision to move more business into the enterprise market, we need to recruit some higher-end partners, some of which we are currently engaged with.
“Customers often like to buy from firms of a similar size, and although some of our existing VARs have the right skills, they don’t have the scale required.”
Weatherall added that HP would support this with a six-strong sales team focused on creating sales opportunities on a geographic basis for enterprise-focused partners to fulfil.
Alberto Bozzo, vice-president of EMEA at HP ProCurve, said that ProCurve has also “engaged on a quest” to find one pan-European SI partner to give it more clout at a regional level.
However, Ashley Snelling, managing director of ProCurve Elite partner ADA Networks, said: “HP ProCurve has been trying to bring on bigger SIs for some time, but many are aligned with Cisco. If SIs looked at ProCurve as an alternative they could see a large reduction in maintenance services.”