HP continues to look at new opportunities in the SMB space. Year on year that is the space where HP sees strong growth happening.
Speaking to The DQ Channels, Pradeep Khemani, Director -Channels, Enterprise Group, HP India, said, "We look at the revenue we earned last year along with partners in this space and then figure out how we make it 1.5x or 1.6x in 2014. We discuss the steps to be taken to achieve that and we help our partners in terms of resources, training, and investments and plan accordingly to target that growth".
"At HP we are focusing more on SMB space among all other segments or verticals in market to achieve our growth plans. That is a clear area where we see opportunity", added Khemani. Explaining the ways to grow in SMB space Pradeep added, "There is opportunity from customers who already been buying from us. Then there is that segment where are our competitors are more present and there HP is trying to gather more foothold. As an organization we are geared to target this space".
Through its large network of channel partners HP is confident to achieve twice the market growth. "If market analyst says that SMB provides a 10 to 15 percent growth then at HP we are expecting double that growth from SMB space", says Pradeep.
On the crucial role played by channel here, Pradeep said, "100 percent of our business in SMB has to come from channel partners. This is the space where we expect our partners to lead. And we play the support role to maximize opportunity there".
SMB is a strong focus for HP, especially in India. As HP is not being able to cover the length and breadth of India when it comes to SMB, Khemani says its expectation from channel is extremely high. "We are very clearly focused with a few partners that solely concentrate on SMB alone. We are increasing partner base in upcountry locations also", said Pradeep.