HP Innovation Journal Issue 04: Fall 2016 | Page 29

COMMUNITY VOICE
The women who power the Channel
What will the sales channel of the future look like?
Marie Cheung-Ong Stephanie Dismore
“Omni channel is the way of the future. To be successful in the new
omni-channel era, the sales channel needs to focus on delivering
a consistent buying experience. We must provide services and
solutions that are relevant to our customers, leveraging customizable
sales materials. And we must focus on our customer demographics;
millennials require ‘speed to answers’ and more socially-driven
purchasing options.” 
 “The sales channel of the future will be fluid enough to address omni-
channel, SaaS and transactional models. Consumerization of IT has
already prompted the marriage of commercial/consumer channels
(Amazon, Staples), and this is just the beginning. Outcome-based
models are driving demand for SaaS expertise and varied skillsets. At
the same time, transactional business will remain a critical part of the
equation.” 

Heather Kent Florence Sullivan
“At HP, we are focused on helping prepare our channel partners with
the tools they need to sell and market in the new digital and social
sales environment. We recently launched HP Sales Central, which
gives our partners quick and easy access to a host of marketing and
sales resources; the same ones our HP employees use, including a
very robust social media platform." 
 “The future holds a lot of promise. We have the technology and the
means to bring incredible solutions to customers anywhere in the
world, and to create and deliver new ways of doing business that
would have seemed impossible a few years ago. A new generation of
tech workers is stepping up and bringing fresh ideas, enthusiasm and
thought leadership to the table. It’s an exciting time to be working in
channels!”  
Americas Partner Sales Development Manager, HP
Director, Americas Channel Marketing, HP
VP and General Manager, Americas Commercial Channel, HP
Channel Marketing Strategist, HP
Issue 4 · Fall 2016 · Innovation Journal 29