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HP merges five sales forces worldwide

Value, not volume sales units affected

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Hewlett Packard has today re-organised its value sales business worldwide. Units which formerly sold consultancy, finance, support, software and enterprise business have been merged into a unit called the Enterprise Computing Sales Organisation (ECSO). The software unit includes OpenView, while the enterprise business includes its Unix and NT server businesses and its newly fledged storage business. Phil Lawler, who formerly had a European job, will become general manager of the new unit in the UK. Andy Isherwood, director of channels and alliances, said Lawler will be responsible for the five sales forces. He said that the move meant that a sales representative could talk to partners and leverage the different business areas at the same time. "We've historically run these as separate businesses," said Isherwood. "This gives us a broader view which is not voluntary but compulsory." The volume side of HP's business will remain the same, he said. "Mixing volume and value is a difficult task." Similar announcements will be made in different geographies throughout the course of the day. ®

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