Partners look beyond HP

Almost half of Hewlett-Packard (HP's) European resellers are actively selling rival vendors' products, according to a survey by market intelligence company Context.

The firm's Channel Facts report questioned 467 resellers last month on how the HP/Compaq merger had affected them.

The same survey carried out in September 2001 found that 75 per cent thought the merger would create a stronger HP, compared with just 49 per cent in 2003.

Strikingly, 18 per cent polled in 2001 said they would consider selling other vendors' products, compared with 46 per cent actually doing so in 2003.

Jeremy Davies, senior partner at Context, said: "HP tried to change the channel very quickly, and change is never easy."

Paul Musgrove, managing director of VAR PS Office Supplies, said: "We have just signed a deal with IBM and are selling IBM in preference to HP. IBM is doing all the things that HP should be doing."

Ian Snadden, director of channel and SME at Fujitsu-Siemens Computers, said: "We are in the middle of a partner recruitment programme, which is going very well. Resellers are looking for vendors that are committed to the channel."

HP was unavailable for comment.

sara_yirrell@vnu.co.uk

See also:

Deverill strikes deal with FSC

Reseller awarded Systems Centre status  15 Aug 2004

HP arrival worries copier market

TPM strategy could win market share at the detriment of dealers' margins  01 Dec 2003

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