Following the acquisition and integration of 3Com, specialist data centre integrator and Hewlett-Packard Gold partner Kavanagh is diving headlong into the networking space and taking on the HP Networking portfolio to better provide an end-to-end data centre proposition.
Speaking to MicroScope, managing director Rob Campbell said he had been cynical about HP's networking strategy in the past, but said it was now clear that it made sense for resellers to have a network offering and that given Cisco's market-dominance HP presented a "strong opportunity in the marketplace that other resellers are missing."
"It is hard for other resellers to take on HP without damaging their Cisco relationship," he said. "In six months time maybe more will pick up on the opportunity but for now are slow to do so because of those relationships."
Campbell added: "We believe the acquisition of 3Com gives HP Networking [formerly ProCurve} a strong story, which it needed. I have renewed faith that HP is taking networking seriously."
Although Kavanagh had previously sold Cisco's MDS SAN line-up and remains a Cisco reseller today, it has drastically scaled back that relationship since
after expressing concerns over the vendor's channel management practices and signing up with Brocade instead.
Kavanagh has already begun to invest in HP Networking skills, and is in the process of recruiting two to three pre-sales networking consultants, with the possibility of adding more by the end of the year. It has also created a specialist telemarketing group that will spend close to half of its time working the HP account.