| HP Announces VAR Direct Program for ProCurve Networking by HP Platinum-Plus Partners
Leadership Benefits Offered to Large Networking VARs via Direct B2B E-commerce Solution
PALO ALTO, Calif., May. 9, 2000 -- Hewlett-Packard Company today announced a breakthrough Business-to-Business (B2B) e-commerce program -- HP ProCurve Platinum-Plus Direct -- targeted at large networking VARs in the United States.
"HP is meeting the need of large network VARs by working directly with them," said John McHugh, general manager, ProCurve Networking by HP. "Meanwhile, HP's distribution partners are doing what they do best -- working with the thousands of smaller VARs."
The HP Platinum-Plus Direct program brings HP's vast PC supply-chain expertise to bear on the networking market. HP deployed the pilot in August 1999 to a core set of VARs and currently has 26 VARs participating in the program. It is one of the strategic programs HP has used to fuel the phenomenal market growth in HP's ProCurve networking products.(1)
"We went out and talked to large networking resellers and asked them what we could do to help them drive the phenomenal market growth in ProCurve Networking by HP products," said Harry Feit, HP's ProCurve go-to-market manager. "The clear answer we got was: We want a direct relationship with HP, and we need to sell network hardware in order to sell the services that are the core of our business. Make it easy to do business with HP. It's got to be rock solid, and we want it at Internet speed."
ProCurve Networking by HP Platinum-Plus Direct Program Primary Benefits
- Direct relationship with HP. Sales, technical consulting, network design, support and fulfillment.
- Pricing that rewards the partners for the services they provide to help close the sale.
- Revolutionary, up-front promotions as discounted pricing. Channel promotions and qualified discounts that maximize the partners' working capital, eliminating the need to process, account for, and wait for rebates.
- Net45 flooring.
ProCurve Networking by HP Platinum-Plus Direct Program Capabilities
- Orders can be placed the way a partner's purchasing professionals want to do business: a choice of either human contact (8 a.m. to 8 p.m. EDT, Monday through Friday) or the B2B e-commerce web site (24x7).
- Approved orders ship the same day with two- to three-day shipping included in the price. With the optional expedited one-day shipment service, the order can be delivered anywhere in the United States by 10:30 a.m. the next day.
- Tracking is easier because serial numbers, order and shipment status are available 24x7 via the B2B e-commerce Web site.
"HP remains dedicated to working with the channel to provide optimal customer service and choice for mutual benefit," said Tim Burke, chief executive officer of Quest, an e-technology consulting and management organization that offers enterprise connectivity, technology products, fiber optics and cabling. "HP's Platinum-Plus Direct program is just one example."
In just four months, HP was able to deliver these industry-leading B2B e-commerce capabilities by partnering with PFSweb, Inc. (Nasdaq: PFSW). PFSweb is an industry-leading e-logistics service and customer-care provider with a multibillion-dollar track record.
"With the combined abilities of HP and PFSweb, we can decrease time to market and ensure quick deployment for these programs," said John Olson, North American channel sales manager. "After looking at several potential partners, PFSweb was the obvious choice to enable us to do business at Internet speed."
VARs interested in participating in the explosive growth of ProCurve Networking by HP should contact Don Wilson, HP ProCurve direct marketing program manager, at 916.785.5329.
About ProCurve Networking by HP
ProCurve Networking by HP is a leading supplier of networking products, including Ethernet hubs and switches, routing switches and network-management applications, that allow customers to build proactive networks. Information on ProCurve Networking by HP, visit the ProCurve Networking by HP Site.
About HP
Hewlett-Packard Company -- a leading global provider of computing and imaging solutions and services for business and home -- is focused on capitalizing on the opportunities of the Internet and the proliferation of electronic services.
HP announced that it will spin off Agilent Technologies and distribute its shares of Agilent on June 2, 2000 to HP shareowners of record as of May 2, 2000. Agilent consists of HP's test and measurement, semiconductor products, chemical analysis and healthcare solutions businesses.
HP has 85,400 employees worldwide and had total revenue from continuing operations of $42.4 billion in its 1999 fiscal year. Information about HP and its products, visit the HP Site
(1)See release dated March 14, 2000, "HP Climbs to No. 4 Position in Total Ethernet Layer 2 Switch Market; ProCurve Networking by HP Tops Market Growth by More Than 10 Times, Continues Drive Toward Industry Leadership,".
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