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 user 2009-01-26 at 10:52:09 am Views: 65
  • #21048

    HP Names New SMB Channel Sales Chief
    is putting a new emphasis on reaching small businesses through its
    partner channel, appointing Meaghan Kelly as HP Americas Solution
    Partners Organization (SPO) sales development strategist to lead an
    SMB-focused team within the SPO.”Certainly the economy is not optimal
    right now, but having said that, we still view this as a $60-billion
    opportunity for us in the SMB market,” she told Channelweb.com.

    will replace the recently retired Ramona Thibeault, former vice
    president of SMB sales in HP’s channel organization for the Americas,
    HP announced Thursday. Kelly, who has more than 16 years of experience
    in developing business and account strategy at such high-tech companies
    as Motorola, Quantum and Veritas, and most recently on the SPO Americas
    team, starts as vice president of SMB channel sales and strategy
    effective Feb. 1.

    Kelly said HP’s rebooted SMB strategy assumes
    a three-tiered approach — quantifying and directly targeting what
    small businesses need from IT providers, investing primarily in
    high-growth channel partners to drive gains in SMB market share and
    recruiting SMBs into HP’s Partner One program.

    “There are going
    to be some exciting announcements from HP on this front. We are
    targeting certain verticals as growing faster than others. If you look
    at the SMB market as a whole, it’s vague, but if you start segmenting
    the market by size of a company you start to find real opportunities if
    you can identify the different strategies and buying behaviors in each
    of those segments,” Kelly said.What sort of SMB-targeted marketing
    goodies can HP partners expect in the coming days? One promotion from
    the computing giant that began this week offers SMBs up to $1,000 cash
    back on LaserJet printer trade-ins, and $350 off on three ProLiant

    Kelly said pushing HP product is important but that her
    goal is also to help partners build sustainable, recurring business
    with customers.”We do want to make sure our partners are selling the
    entire portfolio of HP products. We have a huge edge — nine out of 10
    SMBs already own some HP product,” she said.”But we have to make sure
    we put the right products and solutions in place that not only serve
    [SMBs] best today but also for the future. It’s not only about putting
    new boxes and hardware in there, but building the trusted adviser role
    again and again.”