HP Innovation Journal Issue 14: Spring 2020 | Page 15
What the Changing
Channel Means for HP
Luciana Broggi, Global Head of Channel
Strategy & Global Accounts, on why
“business as usual” is no longer an option.
What are some of the key trends
impacting the channel in 2020? in this changing environment requires a combined shift to relate to our What steps are you taking
to enable this vision?
Our industry is at an inflection point. customers as individuals, not as markets. We’re hyper-focused on strengthening
The rise of big data and artificial As we embark on our next chapter, our partner programs to streamline
intelligence is changing the way people we are making bold moves and taking decisive action to enable our partners to and simplify, reward for expanded
live, how customers buy, and the way companies operate. Business models capitalize on these shifts and ensure our are shifting from simple transactions long-term shared success.
focused on selling products to
contractual relationships—and the
rise of driving unique customer
experiences—as companies deliver
personalization at scale. We also see
many of our customers embarking on
very transformational projects that
require the collaboration of several
players throughout the journey. I believe
the definition of partnership will evolve
beyond the reselling model we have
been experiencing for many years, and
the way in which vendors and partners
What is your vision for HP’s
channel go-to-market model
in the future?
Our vision is simple: to be the vendor
capabilities, and advance collaboration
and engagement. We plan to share
some of the details with partners in
the near future and leverage their
insights for our global rollout later this
year. We also have a renewed focus
on driving digital transformation to
of choice and collaborate closely with better enable the sharing of insights
our partners to deliver industry-leading and analytics—all aimed at achieving
customer outcomes. With the customer an experience-driven, engaging, and
at the center of everything we do, we consistent customer-buying journey.
envision a future where we are defined From an innovation perspective, HP
by the outcomes we enable, not simply is focused on delivering products and
the products we sell. We imagine a solutions that enable recurring revenue
channel ecosystem with the digital and growth for partners.
collaborate will be a key success factor. infrastructure needed to take a more sophisticated, customer-insights-driven How will you measure success?
How are partners tackling the
challenges of such a dynamic
and evolving environment? approach to everything we do. As new Partners are the lifeblood of HP. With
profiles of partners, such as influencers more than 80% of our business driven
and consultants, emerge, we will all by the channel, our commitment is
For the IT industry overall, and the need to work in close collaboration stronger than ever. Ultimately we will
channel specifically, it means business and through a variety of business measure our combined success through
as usual is no longer an option. To thrive engagement models. customer satisfaction and loyalty.
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