Partnering 2020 Perspectives: HP

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Partnering 2020 Perspectives: HP

Sue Barsamian, Senior Vice President of Enterprise Channels, HP

Summary

As part of its Partnering 2020 research initiative, Channel Partners interviewed leaders in the information and communications technology (ICT) channel, including Sue Barsamian, the senior vice president and general manager for Enterprise Group (EG) Worldwide Indirect Sales at HP. In that capacity, she is responsible for one of the most diverse partner ecosystems in the industry. HP's partner ecosystem includes resellers, distributors, alliance partners and OEMs. Together they account for about 70 percent of EG's worldwide sales. With a broad purview and large portfolio of technologies, she commands a great view of the indirect channel. In this Partnering 2020 Perspective, she shares her vision of the channel's future.

Table of Contents

  • Vendor Insights
  • Partner Perspectives
  • Customer Concerns
  • Final Thoughts

Noteworthy Quotes

  • "Customers will increasingly look to partners for unbiased advice to navigate ... technology reshaping business."
  • "We expect services mixes to increase from 15-20 percent to 35-50 percent."
  • "Partners will need to act fast to capture opportunities presented by the 'New Style of IT.' "