HP3000-L Archives

December 2001, Week 3

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Subject:
HP VAR system (was: The Real Story About HP's Announcement).
From:
David T Darnell <[log in to unmask]>
Reply To:
David T Darnell <[log in to unmask]>
Date:
Wed, 19 Dec 2001 08:31:37 -0800
Content-Type:
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When I was an HP1000 Sys Admin and everything else, we did have a lot of HP3000s at "the plant".

Our HP sales guy was the same for both the 1K and the 3K, and was generally highly available to us. I personally talked to him many times a year, and involved him in my budgeting process.

Problem was that, as mentioned repeatedly in this list, the systems he sold us WERE highly reliable and not -auto-obsolecent, so in a given year we might not buy any new 3Ks at all. Sometimes we leased them; HP's VAR program killed our Sales rep's commissions, though, and here's how.

Even though we didn't buy a lot of new systems, we DID buy a lot of peripherals. Our purchasing department figured out pretty quick that they could buy the peripherals cheaper through the VARs. So, even though we might buy many $100K worth of HP equipment (which the Sales Rep knew we were buying) the Sales Rep would only get an order for a small portion.

So, can it not be said, that HP's VAR program pricing structure was a real disincentive for the HP Sales Reps?

-Dave Darnell








[log in to unmask] on 12/19/2001 07:30:00 AM
To:     [log in to unmask]@Internet
cc:      (bcc: David T Darnell/CO/KAIPERM)
Subject:        Re: [HP3000-L] The Real Story About HP's Announcement...

So long as everyone is reminiscing about HP sales people, I may as well put
in my US$.02 worth:

When we decided to upgrade to a new system about four years ago (actually
two new systems) I actually got to talk to an HP sales rep on the phone.
For about 30 seconds.  Then she realized that we were "only" going to spend
about US$100,000 (a *lot* of money to us) and then we, also, were sent to a
VAR.

Jim Phillips                           Information Systems Manager
Email: [log in to unmask]     Therm-O-Link, Inc.
Phone: 330-527-2124                         P. O. Box 285
Fax:   330-527-2123                           10513 Freedom Street
Web:   http://www.tolwire.com          Garrettsville, OH  44231

I WANT MY MPE!

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