Like their larger competitors, small and medium businesses demand a lot from information technology, counting on it to improve customer relationships, boost productivity and provide intelligence for smarter decisions. But unlike the big guys, smaller firms have smaller, less-specialized IT staffs— if they have one at all. This puts a premium on reliable, cost-effective solutions that are extremely easy to own and support. "Whether SMBs buy direct from the manufacturer or from a local reseller, the best deal is one where they can get support and services together with the product," says Laurie McCabe, vice president at research firm AMI Partners in New York "Unless you have outside support, it's a drain on the business every time a problem comes up." Romi Randhawa, president and CEO of HPM Networks, a reseller in Fremont, Calif., agrees. "SMBs don't want to hire systems engineers and other technology experts," he says. "They're far better off with a local partner that can sell and support a wide range of technology." To meet this need, HPM delivers a broad portfolio of products and technical services from HP, including system design and procurement, installation, maintenance, repairs and software support.
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