'Partner-centric focus is key to HP's success' -- Vyomesh Joshi, Exec VP, Imaging and Printing Group, HP

Dispelling partners' apprehensions caused by the recent announcement that HPwill 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. 

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