HP Innovation Journal Issue 07: Summer 2017 | Page 13

PARTNER CORNER
Partners and pioneers: HP’s new
3D Printing Channel Program
Growing HP’s 3D printing ecosystem
by T
 homas Jensen, VP, Head of Worldwide Channel Sales Strategy, HP;
Alex Monino, Worldwide Marketing and Go-To-Market Director, HP 3D Printers, HP
T
he more real commercial 3D print-
ing gets, the more ways we can see
it transforming the business land-
scape. 3D printing doesn’t just change the
way you do things in enterprise business; it
changes the whole way you look at things. It
challenges assumptions about how things are
prototyped, manufactured, sourced, distrib-
uted, warehoused...pretty much everything.
Why should the channel be any different?
The opportunity and complexity of delivering
transformational technology to customers
HP Jet Fusion products
HP Jet Fusion 3D Processing
Station with Fast Cooling
HP Jet Fusion 3D Printer
HP Jet Fusion 3D Build Unit
in different industries poses unique chal-
lenges. It has required a fundamentally new
approach to the channel relationship for HP
and partners alike.
There’s a lot of interest and excitement
around HP’s technology in this space. We
have partners reaching out, interested in
being part of the 3D initiatives. Unlike other
technology solutions, 3D initiatives are not
sold through the IT department but instead
through manufacturing and engineering de-
cision makers. We believe 3D printing will be
the catalyst for a fourth industrial revolution
(see page 4).
Because of the application for 3D printing
in manufacturing, the buyer on the customer
side is different. It’s a highly technical product
and solution that can have a crucial impact
on the success or failure of a company’s
product and supply chain. Instead of working
with procurement and IT departments, the
Issue 7 · Summer 2017 · Innovation Journal 13