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With all the headway its primary competitor, IBM, has been making in the distribution market, it must have been nothing less than a delicious and welcomed treat for Hewlett-Packard when Arrow held its first annual SBM Division Alliance Summit in September, a new event for its strongest and fastest-growing HP solution providers.
The Alliance Summit was highlighted by the first official appearance of John Thompson, HP's newly appointed vice president and general manager of channels for the Americas. Thompson, along with other top HP executives at the event, told SBM solution providers that HP is improving its channel-strategy execution and will increase contact and support with channel representatives at the local level.
But the most important news from the event was Arrow's SBM division's forming a new channel program through HP Financial Services (HPFS) that will support and provide incentives to Arrow's HP solution providers for selling HPFS' financial offerings. Specifically, HPFS and Arrow now offer SBM solution providers rebate opportunities for leasing deals, dedicated leasing product "champions" from Arrow for solution providers, additional portfolio- management assistance and education services on leasing options. Along with the program,...