Hewlett-Packard has quietly moved to put its server and storage sales organizations under a unified command with the May 1 promotion of Mark Gonzalez to the position of vice president of the Americas for enterprise storage and server sales.
Gonzalez said the move is the culmination of a shift in HP's thinking over the past year from a focus on product lines to a focus on customer needs.
"The reality is, everything is about the customer," he said. "If you focus on what the customer asks you to do, nothing can go wrong."
HP, Palo Alto, Calif., currently serves three types of customers: corporate and enterprise; public sector, including government, health and education; and small and midsize businesses, Gonzalez said.
Many customers in the three categories are facing issues regarding server, storage and supplier consolidation. The latter is especially important as customers increasingly demand relationships with fewer vendors but expect more from partners, especially those that can provide end-to-end solutions, he said.
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