Monday, March 04, 2013

HP’s perspective on the quarterly numbers

Sunil Dutt VP, HP India PSG reveals HP’s perspective on the quarterly numbers to virat bahri of B&E

B&E: How are your initiatives towards SEC B & C faring?
Changes in ownership patterns, increase in customer requirements and a need for a level playing field are the factors driving IT demand in the SMB space. The break-up of the market indicates that the top 4 metros still account for a majority of PC consumption, but smaller towns are registering higher growth in demand for PCs and this is expected to continue over the next year as well.

B&E: How does HP plan to leverage its channel relationships as the market grows at a rapid pace?
HP has the largest channel partner network across the country. It is HP’s endeavor to constantly evolve and improve its processes for its esteemed business partner community and relevant channel associations. We have also integrated feedback from them to enhance service processes to ensure real measurable impact. This year, our channel strategy has evolved where profitability took center stage and the new distribution model has been devised to ensure that everyone in the channel makes assured front-end margins. With the new structure and systems in place, no longer shall the market operating prices depend on the volume of business a partner does. It allows partners to focus on creating a strong value proposition for customers rather than spending time negotiating prices and discounts with suppliers. With assured margins, the T1 and T2 partners will be encouraged in deploying more resources on channel engagement and market expansion of their HP business. Hence our goal is to ensure that our partners are satisfied and we continue doing business in a profitable and cordial manner. 

Source : IIPM Editorial, 2012.
An Initiative of IIPMMalay Chaudhuri
and Arindam Chaudhuri (Renowned Management Guru and Economist).

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