HP Software UK in channel push

HPHP’s channel director for UK & Ireland has said the channel is crucial to expanding business in the territory – while also handing ten percent of direct sales over to resellers.

HP Software has lofty plans to double its size and this will mean a slight strategic shift in how the division operates.

Speaking at an HP event, CRN reports Toffis acknowledged the channel business share is leaning on direct sales.

Toffis pointed out that partners are key to the company’s aggressive growth strategy, not just in the UK, but worldwide. “We know we can’t do that without partners,” Toffis said. “We need partners to help support us in the growth and we’re investing to be able to do that”.

Recently, HP tinkered with its Partner One T&Cs, slashing the amount of certifications required by half, in a bid to bring in more channel partners.

At the moment, HP’s UK, France and German operations mostly run through direct sales, but here in Britain over half of all sales do involve a partner on some level.

Last year, HP announced its intentions to introduce a One HP strategy across the board – that is, to unify the operations of its many, many divisions and simplify the way each of these engages with partners. HP execs, speaking with ChannelEye, have individually confirmed this is on track, and so we could expect to see similar movements across other UK&I market segments.