Updated: Ingram and HP confirm ProCurve distribution changes

Ingram Micro has emphasised its commitment to HP’s 3Com and ProCurve solutions following global changes to the vendor’s networking channel strategy.

Under the new arrangement, HP has confirmed its existing Enterprise Server, Storage and Networking (ESSN) distributors will now have access to the ProCurve portfolio. ESSN distributors in Australia are Ingram Micro, Avnet, Dicker Data and boutique player, Lynx Technologies.

HP is also working on plans to integrate 3Com products and partners into its expanding networking portfolio following completion of its $US2.7 billion acquisition. Both Ingram Micro and 24/7 Distribution hold 3Com distribution status.

“With the acquisition of 3Com completed, HP will deliver one of the broadest network technology capabilities in the market to meet customer needs and expand market opportunity for our channel partners. It will also accelerate our ability to deliver a Converged Infrastructure Strategy, in which networking plays a critical role,” the company said in a statement.

“As a result of this integration, HP will be widening distribution of our ProCurve networking products to our current distribution partners Dicker Data, Avnet Technology Solutions and Lynx Technologies in addition to Ingram Micro.

“HP recognises that our current sole distributor of ProCurve networking products in Australia, Ingram Micro, has been a valuable partner. Together with Ingram Micro, we have built a robust business and proven HP to be one of the strongest and most recognised vendors in this market. We look forward to continuing our solid relationship with them, as well as all our channel partners, into the future.”

In an exclusive statement to ARN, Ingram acknowledged HP’s decision to move to a multi-distributor model for ProCurve globally over recent months, including Australia.

“HP has already gone to a multi-distributor model around the world with ProCurve as it creates a tighter integration with its full suite of networking-related products following its acquisition of 3Com,” Ingram Enterprise Technology Group general manager, David Lenz, told ARN.

“We’ve grown the ProCurve business significantly over the time we’ve been distributing it, and we envisage this growth accelerating in what is a strong market segment for us and for HP.

“We will continue to invest in HP’s converged infrastructure strategy as distributor for both HP ProCurve and 3Com.”

Lenz said its ProCurve business had grown significantly over the years and identified networking as a strong growth market segment for Ingram and HP. He also emphasised Ingram’s additional investments into the ESSN portfolio, and highlighted its Partner Technology Centre and dedicated technical experts as example.

Dicker Data sales manager, Chris Price, couldn’t confirm whether it had been granted access to ProCurve kit at time of publication. But he claimed it made sense for all HP ESSN distributors to gain rights to the networking portfolio due to ongoing IT and telecommunications convergence.

24/7, which once held a historical agreement with HP ProCurve, chose to put more emphasis on 3Com products in recent years, its managing director, Tony Geagea, said.

“We have continued to win good deals with 3Com products, so I am very interested in what is going to happen with that moving forward,” he said.

This week, HP communicated with channel partners about the benefits of an integrated HP and 3Com portfolio after officially completing its acquisition of the networking vendor. For more details on this story, click here.