HP Reinforces Commitment to Small-to-Medium Business Segment by Extending Award-Winning E Series, Demonstrating Channel Leadership; New Pentium II Processor HP NetServer E45 System and Focused Channel Initiatives Drive Channel Partners' Success

Business Wire, Sept 2, 1997

PALO ALTO, Calif.--(BUSINESS WIRE)--Sept. 2, 1997--Reaffirming its commitment to the small-to-medium business segment (SMB), Hewlett-Packard Company today introduced a new Pentium II processor HP NetServer E45 system architected specifically to address the needs of the SMB market. HP is supporting this commitment with focused SMB channel initiatives that provide resellers with sales and marketing tools to make selling into this segment even easier than before.

The SMB initiatives focus on areas designed to strengthen HP's dedication to providing superior channel support: "Getting You Ready," "Supporting Your Sale," "Keeping You Informed" and "Building Your Business." Collectively, they support resellers through every step of a sale and build their HP NetServer system business.

"HP was first to market with a line of network servers that addressed the special needs of SMB businesses, demonstrating that our commitment to this segment and our resellers has never been stronger," said Duncan Campbell, worldwide marketing manager, HP Network Server Division. "We value the integral role that our channel partners play in delivering the best-tailored solution to the SMB customer. We are working with our partners to deliver solutions that are highly reliable, easy to use and sell, and value priced."

HP EXTENDS AWARD-WINNING HP NETSERVER E SERIES

The new HP NetServer E45 system features enhanced Pentium II processor performance (233MHz or 266MHz with 512KB cache), higher-capacity drives, an ultra SCSI adapter and 24X CD-ROM. For maximum reliability, HP also includes error checking and correcting (ECC) memory as a standard feature. Like the other HP NetServer E Series systems, the HP NetServer E45 includes a server-management solution that enables the system to be remotely supported. It is designed specifically for companies with little or no MIS expertise, which often are supported remotely by resellers. Pricing starts at an estimated street price of $2,217 (U.S.)

HP FOCUSES ON "GETTING YOU READY"

In the U.S. market, the "Getting You Ready" initiative consists of several incentive programs and reseller training, which teaches resellers about new HP products; the Small Business Spotlight Tour, part of an exclusive program with benefits designed specifically for HP SMB resellers; and the HP STAR Program, a training and recognition program for reseller system engineers.

HP "SUPPORTS THE SALE" WITH INNOVATIVE SALES TOOLS

Recognizing the need to support resellers with effective sales tools, HP has created a free "seminar in a box," which includes videos, datasheets and presentations -- everything resellers need to sell the HP NetServer E Series systems. HP also has demo and loaner units available to resellers. In addition, HP offers other great HP NetServer sales tools, including HP Order Assistant, which helps resellers configure and order systems.

RESELLERS "KEEP INFORMED" WITH HP RESOURCES

Recognizing that its channel partners must stay current on the latest HP product information, online partners can turn to HP's proactive notification program and register online to receive information on specific HP products of interest and technical updates. HP also plans to publish the Spotlight Newsletter, a quarterly newsletter focusing on specific SMB customer needs.

The HP Reseller Web site (http://www.hp.com/key/reseller) also provides information on HP reseller programs.

HP HELPS RESELLERS "BUILD THEIR BUSINESS"

HP makes it easy for resellers to create cost-effective local seminars and participate in industry trade shows through its new, free "Tradeshow in a Box" reseller program. "Tradeshow in a Box" provides product literature, signage, success stories and videos to help resellers in their sales efforts.

HP also builds remote-support capability into its NetServer E Series systems to enable resellers to offer remote-support services. -0-

"The HP NetServer E45 system is another example of HP's continued commitment to deliver integrated server solutions to the small-business market. Microsoft is delighted that HP plans to support the next generation of BackOffice, which is targeted at small businesses, thus providing a compelling solution to the information needs of small businesses."

-- Nigel Burton, director of Microsoft's Small Business Marketing Group

"Technology was essential to support our custom jewelry distributor software. We needed a system that was reliable, could basically run by itself and meet our growing business needs. The HP NetServer E-Series system provided a total solution that was reliable, easy to manage and cost effective. With guidance from our HP reseller, we made the right choice. The outstanding customer service we get from HP reinforces that belief."

-- Lorraine Garvey, manager, FEDRA International, HP customer

"Giving customers a full-service solution at a cost-effective price is paramount to small businesses on a tight budget. I feel confident in selling and recommending HP's NetServer systems because I know they will receive a well-engineered box, quality service and support and a great price to boot."