Hewlett-Packard Moves to Increase its Share of SMN Market

by: Nichole Gunn October 12, 2010

Hewlett-Packard presented its Americas Partner Conference early this year with hyped up offensive tactics to expand its partner program, including taking its SMB Elite program up several notches, reported ChannelWeb.

HP’s vice president and general manager, Solution Partners Organization (SPO), Americas, Stephen DiFranco, noted that HP covered only “18 percent of the total available market in the U.S. SMB with its channel partners.” According to DiFranco, SMB are businesses with 1 to 999 employees.

The company’s SMB Elite enhancement is targeted to motivate partners to sell more of the HP lines to SMB accounts. The program allows for participating partners, with lower annual revenues, to qualify for incentives and benefits.

Meaghan Kelly, vice president strategy and SMB for HP SPO Americas noted that the incentive program provides opportunity to smaller companies, who take the initiative, to show what they can do. Along with being able to distinguish themselves, they will be rewarded in the process.

Kelly added that the partners participating in the SMB Elite program will benefit with dedicated account resources and access to demo products.

HP also announced its acquisition of Palm, which was over a billion dollar deal. This move will increase HP’s involvement “in the smartphone and mobile device markets.”


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