3Q Guenther Brand CEE sales manager in HP Networking

Newsroom 18/07/2011 | 11:00

What size is the HP local team and how many staff members are on the networking team?

Overall, we have over 3,000 people working in Romania. In terms of networking, we are part of an organization called Enterprise Business, which encompasses hardware, software, networking and services. We have a couple of hundred people working in networking in Romania.

 

What are the main areas of focus for growth in Romania?

In some countries, where we have quite big teams for networking, we have already started verticalizing – which means some people do just public sector, others just oil & gas and others finance. In Romania, as we are building the team, we still have a kind of mix, but the growth areas are certainly the public sector, telecom, service providers and finance, which is typically one of the most dynamic fields, and we should never underestimate small and medium businesses. What we can say is that the public sector and finance are really big fields for us. Our large accounts represent about 60 percent and SMEs the remaining 40 percent. The number of projects in the public sector is normally less than in other verticals because of the long planning and budgeting time and because normally they’re bigger.

 

What is the difference in HP’s approach to Romania and other markets?

In smaller countries like Azerbaijan, Croatia, Serbia and Slovenia there’s a different focus than in countries with a higher population such as Ukraine, Russia, Romania and Poland. There are different investments going into these countries. For a smaller country, you have a basic setup. You do less direct customer touch because you don’t have the time, you rely more on the partners. In a bigger country, the focus is to understand the market much better. In terms of investments, when you look at the partner community, it is much bigger, so more money goes there as well. That means the pre-sales and sales education of the partner, all the programs you run with the partner. In smaller markets we try to sell more standard products in terms of services, like installation. Installation services are normally the same, they can be done by HP but they are mostly done by our partners. In bigger countries where you have bigger customers, you start customizing your services. 

otilia.haraga@business-review.ro

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