HP przejmie resellera
Koncern kupi specjalistę od zarządzanych usług druku.

HP przejmie Apogee – swojego brytyjskiego partnera, który specjalizuje się w zarządzanych usługach druku (MPS). Wartość transakcji to bez mała 500 mln dol. (380 mln funtów). Jej finalizacja jest spodziewana do końca 2018 r. Apogee to największa europejska firma działająca w segmencie MPS. W 2017 r. wypracowała 273 mln dol. przychodów. Zarządza flotą ok. 110 tys. maszyn ulokowanych u klientów końcowych. Oprócz HP współpracuje z największymi producentami, jak Canon, Xerox, Konica Minolta, Kyocera.
Według HP zakup ma przyspieszyć przejście firmy z biznesu transakcyjnego na kontraktowy, jak również pomóc w zwiększeniu udziałów na rynku maszyn A3 (co było również jednym z powodów wchłonięcia działu druku Samsunga w ub.r.).
Szef biznesu drukarkowego HP, Enrique Lores, zapewnia, że przejęcie nie oznacza większej koncentracji koncernu na sprzedaży bezpośredniej. HP według niego pozostaje "w pełni zaangażowane" w biznes kanałowy i współpracę z partnerami. Sprzedaż pośrednia generuje obecnie prawie 90 proc. obrotów firmy. Dyrektor tłumaczy, że przejęcie Apogee "pokazuje nasze zaangażowanie we wzrost i rozwój naszego biznesu kontraktowego. Partnerzy nie powinni uważać go za zagrożenie, lecz dopełnienie strategii realizowanej w ostatnich latach" – uspokaja Lores. Twierdzi, że resellerzy wręcz skorzystają na przejęciu, bo dzięki niemu HP pozyska kompetencje w zakresie zarządzanych usług druku, co ułatwi partnerom wspólny biznes z koncernem.
Wskazuje również, że działanie HP nie jest niczym wyjątkowym na rynku.
"Wszyscy inni najwięksi producenci już przejęli dostawców rozwiązań" – utrzymuje dyrektor.
Zapewnia, że Apogee nie będzie współpracować z HP na specjalnych warunkach w porównaniu z innymi resellerami. Ma ponadto honorować kontrakty zawarte z innymi producentami. HP liczy jednak, że z czasem stanie się głównym vendorem w portfolio kupionej firmy (obecnie sprzęt HP to ok. 20 proc. floty urządzeń zarządzanych przez Apogee).
Bob Venero, szef dostawcy rozwiązań – Future Tech, komentuje w amerykańskim CRN, że najważniejsze obecnie pytanie brzmi: w jaki sposób oferta MPS zostanie zintegrowana z HP i jaki jest plan jej wspierania w społeczności partnerskiej.
Dodaje, że chciałby, aby HP umożliwiło partnerom odsprzedawanie usług Apogee lub ich brandowanie.
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