HP Networking on growth mission
HP's networking arm looks to forge ties with server and storage VARs in drive for growth
Simon Welch: HP's networking infrastructure is much more robust now
The new UK boss of HP Networking has stressed the importance of tight alignment with the vendor’s infrastructure routes to market as he looks to double sales within three years.
Former Nortel executive Barry Bonnett joined HP Networking as UK and Ireland sales director last month. He told CRN that his brief is “to dramatically grow the business”.
Bonnett said he had set himself the personal objective of doubling revenue in the next three years.
HP Networking sits within the vendor’s Enterprise Storage, Servers and Networking (ESSN) arm. Bonnett wants to integrate more tightly with the other ESSN strands and HP’s other business groups to help increase HP Networking’s business.
“The links are close, but we need to make them closer,” he said. “We need to leverage all the fantastic end user customer and reseller relationships we have in HP.”
Bonnett also wants to forge more links with high-end networking integrators. The 3Com acquisition has given HP a comprehensive portfolio, he said.
“In the system integrator/reseller environment, we have many channels that
sell HP products, such as servers or storage,” he said. “Historically, we did not have a full networking portfolio, and many channel partners had a relationship with [Cisco]. Now, we believe that we can properly play in this market.”
Simon Welch, product marketing director at distributor TDAzlan, said the wider conflict between Cisco and HP is not an issue for channel partners.
“End users often have a preferred infrastructure supplier and the supply chain has to reflect end users’ preferences,” he said. “HP’s networking infrastructure is much more robust now.”