HP Innovation Journal Issue 07: Summer 2017 | Page 14

purchase will likely run through manufac-
Selected partners have previous 3-D DesignFusion, DMark and Hawk Ridge
turing, operations and engineering depart- printing experience with applications engi- Systems. Outside North America, HP certified
ments — operational, versus
another 17 partners, bringing
capital expenses — a very dif-
the total to 30 channel partners
Global distributor and reseller network
ferent environment where de-
bringing Multi Jet Fusion to mar-
HP Partner-First 3D Printing Specialization Program
cisions around materials and
ket around the world.
Distributors
supply chain can be mission
None of these are tradition-
critical.
al IT resellers. Eighty percent
N. America
Technology makers and their
of the partners for this phase
channel partners have had an
are new channel partners for
ongoing conversation for years
HP. Eventually, as HP scales the
about solutions selling versus
business and portfolio, there
“moving boxes.” As technology
will be a role for a wide array of
Europe
is more and more commod-
channel partners including IT,
itized, the value concentrates
manufacturing and more. But
in how a combination of hard-
right now, given the customers
ware, software, and services
we are targeting, it is a highly
can be custom-fit to a particular
consultative sale.
business or industry.