HP Names Rising Channel Star To Top Printing-PC Channel Post

Hewlett-Packard has named Stephanie Dismore, a rising channel star who has worked with superstore technology behemoths, as vice president and general manager of U.S. channels for HP's $57.3 billion printing and PC business.

Dismore, a 16-year HP veteran who was most recently vice president and general manager of HP's U.S. Consumer Sales, will oversee not only commercial channel sales in the Americas, but also partner development and programs. That puts her in the top spot to drive the new channel program for HP Inc., the Fortune 50 publicly held Printing and PC business set to be launched on Nov. 1.

Dismore reports to Christoph Schell, senior vice president, HP PPS, and managing director of HP Americas. She replaces Scott Dunsire, an eight-year HP veteran who took the top Americas channel job with HP's Enterprise business effective Feb. 1.

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"The key takeaway for the channel community is to understand that our commitment and point of view on the importance of the channel has not changed," said Dismore in an interview with CRN. "We are a channel company. We know the power of the partnership with the channel. Channel is No. 1 for HP, and it is going to continue to be as we move forward."

Dismore said she is looking forward to continuing the channel momentum in the business with strong support for top executive engagement and partner customer roundtables to help drive sales. She also promised to keep a sharp focus on designing and executing business plans with partners.

Kevin Jones, vice president of Micro Center Computers & Electronics, one of the largest national technology retail chains in the country, praised Dismore as a relationship builder who took the time to listen and understand all sides of the business. "Stephanie spent a lot of time with us and built relationships from the administrative level all the way up to our CEO," said Jones.

Dismore has the same kind of retail background and channel savvy as her predecessor Dunsire, who also previously worked in the retail channel with Lexmark, said Jones.

"Sometimes a win is not losing," said Jones. "I had a lot of respect for Scott. His broad understanding of the channel makes him a hard person to replace. I don't know of anybody better than Stephanie for HP not to lose ground there." In fact, Jones said he expects Dismore's retail experience will help drive large sales gains for HP in the SMB commercial segment.

"Stephanie is not afraid of big numbers," said Jones. "She is very aggressive. That is going to help drive commercial VAR sales."

NEXT: Dismore Says She Will Focus On Making HP Simpler, More Predictable

Dismore, for her part, said it is critical for HP to continue to make its channel program simpler, more predictable and easier for partners to succeed. "We need to continue to simplify our programs to enable the channel," she said.

As HP Inc. is spun off into a separate company, the organization is focused on making it as "seamless" as possible for the channel, said Dismore.

The split into two companies is going to fuel even more advanced product development with increased R & D investment in printing and personal systems, said Dismore. "We are really excited about the future of this company because we have gone back to what makes HP a great company, which is innovation," she said.

Dismore said she is "thrilled" and "humbled" to be leading the channel charge for HP PPS and HP Inc. "My whole background is the channel," she said. "I understand the power of the channel and what the channel can do for companies like HP. We are built on the success of the channel. My goal is to get out there and to meet and get to know as many partners as possible and to advocate on behalf of the channel in HP."

Bob Venero, CEO of Holbrook, N.Y.-based solution provider Future Tech, No. 234 on the 2014 CRN Solution Provider 500, said he was heartened that Dismore is focused on maintaining the PPS channel momentum. "It is music to our hears to hear that coming into this role she is 100 percent behind the channel," he said.

Venero said Future Tech had a strong relationship with HP under Dunsire that led to robust PPS sales growth for Future Tech, which was recently given an HP Platinum award as one of top five HP PPS partners in the northeast. "Our hope is, based on Stephanie's strong channel track record, that we continue that," he said.

Dismore, for her part, said partners can rest assured that HP will remain channel strong. "Pure and simple, channel is No. 1 at HP, and it will continue to be moving forward," she said.

PUBLISHED MARCH 2, 2015