HP Channel Chief Dismore On The Risk Partners Face In Making Shift From Transactional To Contractual, HP University, And The Sales Impact From HP's Security Offensive

Where are you seeing the greatest margin and profitability?

We always see higher profitability for both HP and partners when you are solving a problem versus selling a product. When you talk about why we are doing HP University, it is because we absolutely must move away from selling the product to solving the problem. That is a very different service level objective.

When we invest and train our sales reps and account managers to understand this shift, we will all see an increase in our balance sheets.

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