"Partner-centric focus is key to HP’s success"

Dispelling partners’ apprehensions caused by the recent announce-ment that
HP will increase its focus on direct business, Vyomesh Joshi, Exec VP, Imaging
and Printing Group, HP, says that the partner-centric focus is key to HP’s
success. "The Imaging and Printing Group has 97 percent of its business
from partners. Only partners can provide us the scale and reach," says he.

Vyomesh overseas $ 20 billion imaging and printing business at HP. This
business has seen a 12 percent year-on-year growth in the fourth quarter and 89
percent profit growth. "Maintaining this two-digit growth is my biggest
challenge," says Vyomesh.

Consumer business, products for digital marketplace and continuous innovation
are other challenges that keep Vyomesh occupied at HP, which looks at ‘value
pages’–customized brochures, catalogs and magazines–bringing in big bucks
in the coming days. According to Vyomesh, who is in the country to meet
customers and explore opportunities, HP has only four percent of the marketplace
of the trillions of pages printed in the world today.

HP wants to increase this marketshare dramatically in the coming days when
the entire printing process becomes digital. The acquisition of Indigo was in
this direction. From its digital imaging base, HP is looking up at three key
business areas: one, convergence of copiers and printers; second, pervasive
printing where intelligent applications will be developed; and third, digital
publishing.

Vyomesh hopes that the digital convergence that HP is driving at the high end
of the imaging and printing markets will bring in big money in the near future.

"It takes seven years to build a billion-dollar business," quips
he.

DQCI NEWS BUREAU