Narayanan Venkataraman, Head of Channel for the Middle East, Saudi Arabia and Africa at HP, shared insights on how HP’s channel ecosystem continues to evolve in a rapidly changing technology landscape. With over two decades in the region, he emphasized how the Middle East has transformed from an emerging market into one of the world’s early adopters of technologies like AI, setting global trends in productivity and innovation.
Narayan underscored that education and enablement are key to keeping partners aligned with HP’s evolving go-to-market strategy. The company is encouraging a shift from transactional selling to solution-oriented and recurring revenue models, ensuring partners build long-term, value-driven customer relationships. HP’s extensive partner programs, training initiatives, and engagement models play a central role in this transition.
With 95% of HP’s regional revenues driven through channels, partner loyalty remains crucial. Narayan also highlighted HP’s expanding footprint in Africa, where local presence, customized programs, and investments in digital equity and education—such as AI-based learning and gaming garages—are helping bridge the digital divide.
At events like GITEX, HP celebrates industry collaboration and innovation, reinforcing its role as a trusted technology enabler and partner across the MEA region.
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