HP promises stable go to market in Canada

LAS VEGAS – It’s been a busy year for Hewlett Packard Co.‘s Canadian subsidiary, with layoffs, departures and a corporate reorganization that saw the vendor make significant changes to its senior leadership team and its channel route to market in Canada.

Emerging on top of the HP Canada channel heap under president Peter Galanis were two men — Andrew Eppich as vice-president, partners and channels for the enterprise group, and Gary Drysdale with the same title for the printing and personal systems group (pictured above). In an interview with Computer Dealer News at HP’s Global Partner Conference, the pair said they’re working closely together to offer a coordinated channel approach to partners.

HP has had several channel models in recent years, going from one account manager calling on a partner, to managers for each of the various business units, and now back to more of a unified approach. One program – PartnerOne – is the goal behind a serious of partner program changes HP launched at the program this week.

According to Eppich and Drysdale, HP Canada is ahead of the curve on that front, already having much of the model in place. They’ll be looking at what other functionalities and terms can be brought to Canada quickly to benefit Canadian partners.

The goal though, they said, is to offer Canadian partners a predictable and stable program, and they will be working together closely to ensure that consistency is achieved.

HP Canada also used the conference to announce its partner award winners, as follows:

  • Canada Enterprise Group Growth: Foxnet Solutions Inc.
  • Canada Software Growth: Solutions PCD Inc.
  • Canada Printing and Personal Systems Growth: CPU Design Inc.
  • Canada Pan-HP Growth: Powerland Computers
  • Top Canada Distributor: Tech Data Canada Inc.
  • Canada Philanthropy Award: Compugen Inc.

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Jim Love, Chief Content Officer, IT World Canada

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Jeff Jedras
Jeff Jedras
A veteran technology and business journalist, Jeff Jedras began his career in technology journalism in the late 1990s, covering the booming (and later busting) Ottawa technology sector for Silicon Valley North and the Ottawa Business Journal, as well as everything from municipal politics to real estate. He later covered the technology scene in Vancouver before joining IT World Canada in Toronto in 2005, covering enterprise IT for ComputerWorld Canada. He would go on to cover the channel as an assistant editor with CDN. His writing has appeared in the Vancouver Sun, the Ottawa Citizen and a wide range of industry trade publications.

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