Why I'm feeling confident about HP

This article appeared in the May issue of CRN as part of the main feature "Meg Whitman's masterplan for partners"

If you are an HP-focused partner that has been on the fence about Meg Whitman and her team’s push to right the company, it’s time to start feeling confident in the progress, position, direction and, most importantly, the commitment of the $112 billion company to solution providers.

Just one year ago, many of us were wondering if Whitman would pull the trigger on the management team members that had to go, and pick the right replacements.

Quarterly results were showing market-share losses in the very visible PC and server areas, indicating solution providers were pushing alternatives. HP’s PartnerOne program had not rolled out and it was clear the infighting between the divisions was still there. Solution providers who I never thought would push an HP competitor’s product were doing just that. Frankly, we were all wondering if HP was going to turn the corner or go into a slow, steady and perhaps permanent decline.

But since the company’s 2014 Global Partner Conference in March, things couldn’t be more different. Many solution providers are saying they are turning back to HP.

And after spending time with much of the senior team including Whitman, Bill Veghte, Jos Brenkel, Harry Gould, Sue Barsamian and John Hinshaw, it’s clear that this group likes working together. All are enthusiastically optimistic about the future opportunity yet understand there are many things that still need fixing. This brings us back to Whitman because, in the end, it’s her tone, style, attitude and perseverance that drive what happens in the hallways throughout the organisation.

I’ve spent enough time with Whitman to understand a few things. First, she listens. Not all CEOs do. Second, she understands relationships matter. They matter inside the organisation and they matter outside of it. She gets that channel success is all about managing relationships through programs, responsiveness and consistency. Now that HP has some positive momentum, the market dynamics begin to change because it’s no longer risky for solution providers to bet on a strategic relationship. Her big bet on the channel now becomes more powerful as long as it remains consistent.

There are still issues that need to be resolved, and Whitman isn’t shy about it – but she is very focused on future growth with the channel. “What I love about the channel is that partners are entrepreneurs. First and foremost, if we help them grow, we will grow,” she says.

Robert Faletra is chief executive of The Channel Company, publisher of CRN US