HP to have 25 solution centers by 2008 end

In a bid to expand their solution center network further, HP will be appointing partners in the metro and upcountry region. The company has already partnered with New Delhi-based Zest Systems and Bengalaru-based Value Point Systems and will be appointing more partners in order to set up a total of 25 such solution centers by the end of 2008.

HP already had as many as five solution centers, and the new centers will be set up in Siliguri, Guwahati, Bhubaneswar, Delhi, Gurgaon, Chandigarh, Ludhiana, Jammu, Kanpur, Bhopal, Bengaluru, Chennai, Vijayawada, Vizag, Hyderabad, Cochin, Goa, Nagpur, Nasik, Pune, Mumbai and Coimbatore.
Speaking about the initiative, Sameer Mathur, Director-Solution Partners Organization, HP India stated, “The concept has been received well by both our customers and partners. However, on the basis of learnings from HP's existing solution centers we are going to have defined policies in terms of investment, internal communication strategy, discount policy for the products etc.” The company has also realized the need for on-going marketing investment in the center designed to cater to the needs of the SMB customers and will accordingly invest to offer best-in-quality service to its customers. The center is designed to give customers an opportunity to touch and feel HP products and solutions and choose products in accordance with their business requirements.
In addition to this the company is planning to further extend support to its partners by initiating programs post their interaction with the partners during the National Partner Advisory Board session (PAB). Several of HP's partners had indicated that they wanted the company to invest in training sessions that were beyond technical or product trainings.

The partners contribute more than 60 percent to HP's business and hence the company extended support on infrastructure and management through its Catalyst program. However, HP is now looking at driving it forward in its next model and will be covering the financial management issues pertaining to partner's business.

“The Catalyst 2.0 program will cover various aspects of the pressing needs of partners. These companies are going about a lot of mergers and acquisitions and they want to understand how to go about the same. We will have specialized agencies forwarding the required training to these partners,” added Mathur.
HP will be extending the same through an agency that specializes on financial matter. It may be noted that Cocoon, an agency specializing in HR, was roped in for the same when the company had rolled out Catalyst program.

Partners also suggested that a portion of investments be directed toward building leadership qualities in the first line executives of the company since they take major decisions and establish relationships with customers. Besides the company will also run training programs for the sales people. HP is also planning to hold regional PAB to touch base with upcountry partners as well. “We will also be doing a regional PAB on regular basis. We had rolled out the concept in two cities including Delhi, but were unable to take the initiative further and hence will have the regional PAB's for the upcountry regions,” reiterated Mathur.

Partners based out of metros also indicated that the company extends support to them as and when they plan to expand in the upcountry region. Hence a team from HP will further provide local support to such partners and help them establish their business in the upcountry markets.

The company holds joint sessions with partners and takes decisions on market initiatives.

“Partners wanted that the heads of HP's IPG, TSG and PSG division sit together and have a planned marketing investment. Hence, we will look at our partner's performance in every category and will have a complete planning exercise,” added Mathur.