On the back of a global growth initiative HP NZ has unveiled its newly created commercial account team which, through channel partners, will service the medium to large business sector.
Heading the division is Darryn Keiller, commercial accounts solution partner and alliance manager, who says the initiative changes the way HP engages with commercial businesses.
Supporting Keiller in his role are commercial account managers Ravi Shetty of Auckland and Wellington-based Paul Howe.
HP defines the sector as businesses ranging in size from 300 to 5,000 employees and estimates a local market of around 1,300 companies.
Keiller says his account managers are experts in their field and provide end-users with a touch point for HP, although the relationship remains with partners.
“There used to be so many different faces at HP that partners had to contact, but this team changes that. Commercial accounts are looking for proven, packaged solutions to solve specific needs and value the importance of having knowledgeable advice on how HP’s technology and services can help,” he says.
Additionally Keiller is interested in creating connections between complementary partners by bringing together HP’s ISV and system integration community.
“There’s a lot of specialisation in the market and a huge amount of collaboration going on. Plus, since everyone knows everyone in this industry it’s easy to get a dialogue going.”
The strategy will run through established HP partners, but Keiller points out the channel is currently an ever-changing environment with ongoing consolidation.
“It’s been exciting to address how HP will use the channel to go to market but it’s full on working out who’s who these days with all the acquisitions.”
Keiller believes the cause of such dynamic change is that the channel grew up on commoditised products and is now looking for the way forward.
“HP is very cognisant of the aggregation and has had to look at its own way to move forward. The company is making investments its customers and partners have been asking for.”
He stresses the commercial strategy is about value-add solutions and services and doesn’t affect volume sales. However, it does bring HP’s services business consultants — boosted through the acquisition of CGNZ last year — into the equation.
“It’s important for people to understand that most of HP’s business consulting isn’t in conflict with the channel — I know there has been some speculation around that,” says Keiller.
While HP will push SME and commercial activities through partners the company still sells direct to the enterprise and public sectors.