One of Hewlett-Packard’s stated goals for its proposed $1.6 billion buyout of 3Par is to broaden and deepen distribution of 3Par’s storage technologies.
Whereas the independent 3Par was a direct-sales shop, HP will be able to move product through its channel partners, direct sales organization and services unit, HP executive VP David Donatelli told reporters and analysts this morning.
Of course no deal is done yet. Dell had what appeared to be a signed-and-sealed deal to buy 3par for $1 billion (or $18 per share) last week. Presumably, 3Par’s board will now consider this newer, sweeter offer. Dell had apparently already bested an earlier HP offer.
HP does have a better channel story than Dell, which was built on a direct sales model but has been making some forays into channel sales via its acquisition of channel-friendly EqualLogic and some other moves.