Desktops - HP leads the way

According to a survey conducted this year, most
of the channel partners swear by HP, when it
comes to desktops. The outcome is contrary to
the last yearÂ’s survey result where the company was at
#2 in the segment. The channel partners are particularly
impressed by HPÂ’s overall product quality, marketing
support and after-sales support, as well as its
relationship management skills.

However, Acer scores over HP in terms of commercial
terms offered and overall online support. But Acer
doesnÂ’t find a place in the top 3 slot even after scoring
in these two parameters over the rest. Apparently, it is
at loggerheads with Lenovo for the number 4 position.
If they have to impress their channel partners then both
the companies will have to re-look into some of their
channel strategies, particularly in providing overall
marketing support to its partners. They will even have
to do a lot in improving their overall product quality.
The overall impression amongst channel partners
is that HPÂ’s desktops are the most reliable as well as
user-friendly. It is further bolstered by the fact that
the company spends enough time and money on the
advertising of its products along with bringing innovations
in its market development programs, allocating
significant amount of funds for marketing, and keeping
flexibility in conducting localized promotions.
Furthermore, the companyÂ’s ability to provide satisfactory
repair and replacement services, technical
expertise to resolve problems promptness in stock
replacement, and proactive service approach enhance
its goodwill. Besides, the company maintains healthy
relationship with its partners. Reason being there is
consistency and effectiveness of HPÂ’s communication
with its channel partners, offers proper training and
certification programs for them and ultimately has
dedicated personnel for maintaining this rapport.
Though HCL has come down to the second spot
this year, it has still maintained technological leadership
in this segment with more diversity of product
range. Even its desktops are more conforming to specifications,
and offers value for money as the company
has scored high on the price versus performance ratio.
Also, it has a good number of people at its disposal
who are involved in marketing activities. However, the
company certainly lacks in providing online support to
its partners as it has scored lowest amongst its closest
competitors in the race.

Despite grabbing the #3 spot this year again,
Dell has overall failed to impress its channel partners
in this segment. Though the company has brought
innovations in its market development programs and
provides proactive service approach, the training and
certification programs designed for its partners is definitely
an area of concern.