By Michelle Sturman
Quality, not quantity is the name of the game for HP’s Connect partners, some of whom where recently honoured for outstanding service.
Hewlett-Packard gave its reseller channel a crack of the whip throughout 2000, as the corporation reorganised itself for the sale of wider solutions—and it claims that strategy is starting to pay off.
According to Sherifa Hady, HP’s channel marketing manager, the current business partner programme—called Connect—has netted 88 resellers in the past 18 months, even though one of the minimum requirements is the purchase of US$100,000 of HP equipment.
And not just printers. According to Hady, that is not what this channel is about.
“[These 88] Connect resellers generate 60%-70% of the business in the channel locally. The Connect programme is designed to get us closer to them; they can call us when they have issues, or want pricing or support, or whatever. It is only for loyal resellers,” Hady told CRN.
In fact, the volume of business HP expects is not only significant, but constant too. Connect membership expires at the end of each year if it hasn’t been earned again. “We want quality, not quantity. You have to earn this every year,” said Hady.
Despite the obvious demands placed on Connect partners, HP recently offered up a series of awards for those that went the extra mile in 2000, including seven awards overall.
CompuMe, Abdulla Fouad, Qatar Datamation Systems, Al Faisaliah Systems Technology, TechData, Advanced Computer Systems, and Orascom Technical Systems gained recognition from the vendor.