HP witnesses Northern Territory and WA growth

Paul Robson, director of the Solution Partners Organisation at HP told CRN the vendor now has around 6,500 resellers across Australia who have contributed to the firm’s growth across the country.

“The Australian market has been robust, with the Northern Territory and WA going very strong,” he said. “This has been based on the resources boom in those areas, with a lot of resellers finding more customers to talk with. These have mainly been engineering firms and companies looking for remote and regional solutions. Firms from other states are also looking to open offices in the Northern Territory and WA, and need remote solutions.”

Robson said HP Australia went down the specialisation path last year and recruited specialist people for its PCs, storage and printer businesses. According to Robson the channel feedback from the changes has been positive and the vendor has now started to make its partner program specialised too.

“My channel strategy has three pivots: growth, predictability and co-dependence. We want programs for growth, predictability with our go-to-market strategy and products, and want to build co-dependence with partners,” said Robson.

“Our partners have been doing well with mobility as notebooks continue to be strong. On the storage side we have seen an upswing of HP attached storage, and there has been continued grow on colour printing and around our Edgeline range which is multi-functional,” he added.