Home / Brenkel to oversee MEA as channel head of new HP unit

Brenkel to oversee MEA as channel head of new HP unit

The EMEA VP of HP’s Solution Partners Organisation, Jos Brenkel, is set to oversee channel strategy for the Middle East and North Africa slice of a new internal structure that the vendor is planning to introduce later this year.

The EMEA VP of HP’s Solution Partners Organisation, Jos Brenkel, is set to oversee channel strategy for the Middle East and North Africa slice of a new internal structure that the vendor is planning to introduce later this year.

HP currently groups its MEA and Central and Eastern European businesses under the umbrella of the International Sales Europe (ISE) region. From May 1st the ISE region will be broken into two territories: a division focused on Eastern Europe and Russia, and the newly named Middle East, Mediterranean and Africa (MEMA) region.

Brenkel — the architect behind a number of channel programmes that HP currently implements in Europe — will be responsible for overseeing the channel in the MEMA region, while Ken Willett, who has been leading the ISE Technology Solutions Group sales organisation, will head the overall MEMA business.

Meanwhile, Jan Zadak, currently managing director for the ISE sub-region, is set to lead the Eastern European and Russian part with HP veteran Antoine Maury acting as Brenkel’s equivalent for that territory.

“The ISE region has been a huge driver of the growth for many years,” said Eric Cador, senior VP EMEA at HP’s Personal Systems Group. “We've decided that on May 1st we'll split this region in two because we've grown so much. It's important that we focus and invest more in that part of the region as a whole.”

Cador also commented on the recent visit of an HP auditing team to the vendor’s Middle East office. He says the audit is a standard procedure that the vendor indiscriminately carries out across its global operations, indicating that it wasn’t an assessment of specific policies such as order pricing guidelines (OPG) — or special bid pricing — as some market sources have suggested.

“This region is becoming more and more strategic for us,” explained Cador. “We do audit every quarter in the large countries. This is part of our uncompromising way of doing business. But as we've so many countries across the globe now, I'm not going to tell you that we're auditing them all every quarter.”

He insists the audit sends a “strong message” to channel partners about HP’s commitment to doing business in a consistent and transparent manner.

“We absolutely want to reward and encourage this,” he explained. “The majority of the partners do business properly, but if we need to police things here and there, we will. This is critical to the company long-term — we have to be irreproachable from an ethical standpoint.”

Anil Gandhi, general manager HP PSG Middle East, added: “Typically it’s a random process — the audit could be twice or once a year. The intention is to not only win in the marketplace, but to win in a manner that’s process orientated and which is conducive to HP’s ethical values. It’s a strong message we want to give to the market — that we'll continue to participate in these audits,” he added.

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