ProCurve completes Elite recruitment

ProCurve, HP’s networking division, has put the finishing touches to its Middle East Elite programme recruitment drive. ProCurve is now turning its attention to getting partners trained and certified.

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By  Alex Malouf Published  January 10, 2005

ProCurve, HP’s networking division, has put the finishing touches to its Middle East Elite programme recruitment drive. ProCurve is now turning its attention to getting partners trained and certified. “We are not taking in any more partners for the Elite programme, as we have a limit set by EMEA [headquarters] as to how many partners we can take in. You have a strategy, you have so many per country and that is what we are following,” explained Ivan Kraemer, sales and marketing director, ProCurve Networking Business for the Mediterranean, Middle East and Africa. According to Kraemer, the emphasis is now on getting the resellers on board up to speed on ProCurve’s product portfolio. “We have covered the market with enough partners but we haven’t given them the rubber stamp because they haven’t done the certifications. We have to develop those partners more, get them trained up and get closer to them in terms of our relationship.” HP claims that the channel response to ProCurve has been overwhelming, and the giant believes it will be able to displace networking rivals in the Middle East. “We want to squeeze partners to make sure that ProCurve is the first [networking solution] they are going to look at before the others. They are bringing us more business and allowing us to invest more with them, and adding value to the whole brand.” Kramer added that while the reseller response has, and continues to be, positive, anyone who does wish to become a ProCurve future partner must invest in the relationship or else miss out on the rewards. “There will be people who are champing at the bit to get in there and join ProCurve but for us the last year was a case of hanging the carrot and saying first come, first served. What we want is not only the willing but also the able. Partners must be able to put the money where their mouth is. Don’t promise us you will train up, certify yourselves and then don’t do it. Do it, and then we can move forward. If they want to be a registered HP partner they have to bring in a base level of business. And if they don’t, they get thrown out.”

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