Exclusive: Hewlett Packard Enterprise reviews Australian distribution

The distribution review seems to have taken place without a local channel chief to steer the exercise. Kaaren Lewis departed HPE this week, though it now appears she had already been on "extended leave", according to a memo sent by Alan Hyde, VP of the Enterprise Group, South Pacific, to partner principals and seen by CRN.

Top partners for Hewlett Packard Enterprise and HP Inc have told CRN about some of the opportunities and challenges they see for HPE, and what they want from the vendor.

Resellers praised interim channel manager Nicholas Lambrou, who has stepped into the role following Lewis's departure. Lambrou is a familiar face within the HP channel, having been with the vendor since 2000.

John Schneider, owner of Computer Systems Australia, said he welcomed Lambrou as a channel manager and said that he should be made permanent. “He is very straightforward and is able to make commitments and sticks up to it.”

Schneider said CSA has been working with HPE since the early 1980s. He was concerned at a lack of focus since the company separated from printer and PC business, which is now operating as HP Inc (HPI).

“There needs to be more engagement and better presentation in what HPE’s key messages are,” said Schneider.

The boss of a major Sydney-based HPE and HPI partner, who asked not to be named, said the PCs and printers side was more solid than the enterprise organisation, which he said was struggling to hit sales targets.

"HP Inc seems to be much more on the ball, they have the management structure all the way from Dion [Weisler, CEO] at the top down."

"Their struggles with their number is because of that – they need the right people."

This unnamed partner principal praised Lambrou. "We ring him, he calls me back."

David Abouhaidar, strategic alliances and commercial sales director of AC3, formerly Klikon, also praised Lambrou. “I’ve worked with Nick for the last 13 years and he is extremely passionate, loves and supports the channel.”

Abouhaidar was optimistic about HPE's channel focus. “With the split now [complete], the enterprise can focus on the enterprise alone and this method is winning."

Somerville Group managing director Craig Somerville has been working with Hewlett Packard for the past 10 years. He praised Lambrou and believes that he has the right skills to do the role.

“We want a channel manager to work for the best for us and advocate for the partners within HPE. I work very well with HPE and I hope they keep producing good products to penetrate the market."

Johnson Hsiung, managing director of HP Inc distributor Bluechip Infotech, said it had been smooth sailing on the PCs and printers side. "We have always been dealing with the same people, before and after the [separation], so no change, which is good. We really don't have much connection with the enterprise side. Hewlett Packard Enterprise will have lot of pressure from cloud companies like Amazon Web Services."

An HPE spokesperson said: “HPE’s commitment to our channel partners is as strong as ever. This includes ensuring our industry leading partner program, Partner Ready, continues to deliver the value, resources and expertise partners have come to trust and expect from the company.”