Gartner Gives HP, IBM High Marks For Delivering Solutions To Small- And Medium-Size Businesses

Vendor Ratings Focus On Filling Technology Gap Through New Products, Strategies And Local Solution Providers
HP and IBM were Gartner, Inc. for products, strategies and solutions designed to help the nation’s eight million small- to medium-size businesses (SMBs) grow and adopt new technologies, reported the Information Technology Solution Providers Alliance (ITSPA), a national, non-profit alliance that helps SMBs understand how local technology providers can help them grow.
In its annual vendor ratings of the most powerful global SMB technology providers, Gartner analyzed and ranked many companies’ marketing strategies, offerings and organizations. HP and IBM received the highest rankings in all categories measured among companies worldwide.
“HP and IBM have demonstrated an exemplary commitment to small and medium size businesses,” said ITSPA Executive Director Russell Morgan. “Frankly, it’s refreshing to see two of the world’s largest business equipment manufacturers be recognized for expanding their presenceófrom products to solutionsóin this important market segment.
“SMBs represent the future of our nation and the world’s economy,” said Morgan, “and companies such as HP and IBM realize it takes more than simply having outstanding products to serve the SMB market. They also have developed and support enormous networks of IT solution providers, local companies that advise and help SMB decision makers as they adopt and utilize technology to solve business challenges.”
HP’s Entire Product Line Cited
The Gartner rankings cited HP’s entire SMB product line and support organization as “strongly positive” or “promising.”
Commenting on the Gartner rankings, John Brennan, HP senior vice president of worldwide SMB, said: “Since we launched Smart Office with over 100 products and solutions designed to meet the needs of SMB customers, we continue to see that great, innovative products are only part of the equation for small and medium-sized business ownersóthey want to have access to the expertise of HP through local solution providers that they can rely on.”
IBM Focused On Larger SMBs
Calling IBM “a formidable player in the small and midsize business market,” Gartner gave the company a “positive” ranking and said IBM was focused primarily on the upper end of SMB market (companies with more than 500 employees).
Gartner also stated IBM’s initiatives in the SMB market “have been reinforced through programs such as IBM Small and Medium Business Advantage, a $500 million partner program investment to be spent over 12 months.” Gartner complimented IBM on its relationships with IT solution providers, which account for 70 percent of sales.
“IBM relies heavily on its channel for success,” stated Gartner. “Through a constantly evolving channel strategy, the company has come a long way in terms of dealing with channel conflict, simplifying communications and transactions between IBM and its channel.”