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PARTNERS WITH HPHP VAR Program #1 in WRBUSINESS1989 Annual Report Card ReviewFor the past four years, value-addedresellers have ranked HP #I in morecategories than any other computer supplierincluded in the VARBUSINESSAnnual Report Card Review. This year,for the first time, HP has also beenranked #1 overall among the 13 majorvendors rated in the survey. Bill Murphy,director of marketing for HP'sNetworked Systems Sector, acceptedthe award from VARBUSINESS whenthis announcement was made in frontof 4,000 HP customers attending theINTEREX (HP user's group) Conferenceon September 13 in San Francisco,California.In this year's review. HP took the blueribbon in 11 out of the 18 categories -the most first places of any vendor. HPhad higher scores than any other vendorin these categories:' Breadth of product lineQuality of products' VAR technical support servicesVAR marketing support services' Satisfaction with marketing supportchangesProvision for hardware maintenanceQuality of information providedWillingness to address VAR problems' Ability to address VAR problems' Commitment to VAR programOverall impression of vendorIn addition, HP received the highestoverall average of any vendor in thesurvey, and scored higher than DECand IBM in every category."HP is the closest [rated vendor]VARBUSINESS has had to a perfect 10,"stated VARBUSINESS news editor,Jenny McCune, during the awardspresentation. "It knows how to listen toresellers and customers and provide theright systems for them. . .It's no wonderthen that the HP resellers. . .havenice things to say about their vendor."Here are some reseller quotes sheshared with the audience:"They halve a 'what do we need todo to make the system work andmake people happy' attitude. ""They've increased their marketvisibility. There's no more'HP who?' ""The feeling qfbeing purr ofa team trickles down from thesenior management to the localrep level."For four years, the VARBUSINESS staffhas been researching and publishingmonthly report cards on the suppliersthat VARs buy from. It interviews morethan 1.200 VARs a year to find out howvendors are doing, asking them to ratetheir vendors in 18 categories. Thesecategories measure a vendor's performancein marketing, support: and productareas. Vendors are rated on a scaleof 1 to 10 for each category, with 1being the lowest score and 10 thehighest.At the end of the year, the magazineputs out a compendium of the monthlyreport results, which it likens to theConsumer Report of VAR programs.The results of the monthly surveys aretallied and vendors are ranked in theAnnual Review based on their previouslypublished mean scores. For eachcategory, the vendor with the highestscore is put in first place."Measured by reseller comments orany other criteria," McCune concluded,"HP has done an outstanding job andthe staff that administers reseller programsdeserves to be congratulated."We certainly agree with her. Thanks toall our HP value-added businesses forhelping to make our program so successful.We are happy our program isworking well for you.Reprints of the VARBUSINESS articlewill be available soon. Contact yourHP representative to obtain a copy.NOVEMBER I989HP Churrnels