COVER STORY
With the channel at ‘the core’ of everything HP Inc. is building, CEO Enrique Lores is transforming the PC and print giant into a hybrid work powerhouse by integrating Poly into its Amplify program, speeding up the way partners do business, and bringing more partners into services and sustainability opportunities. Revved Up And Future Ready
By Dylan Martin
T heir conference rooms were mostly empty, and yet many of Ken Scaturro’s customers were com- ing to his company asking for the same thing: big technology upgrades to the collaboration and videoconferencing capabilities of the frequently unoccupied spaces. It started with “the first customer, then the second and the third, then the fourth, and then it became, ‘OK, we need to start scheduling resources,’” recalled Scaturro, president and COO of Yorktel, an Eatontown, N.J.-based MSP. This was around spring 2021, and it became clear to Scaturro that a trend was emerging. After the COVID-19 pandemic had driven many employees to work from home the year before, organizations that were now moving to reopen offices wanted to think more intentionally about the way employees connect and collaborate, whether they are in the office or at home.The days
of hastily bought webcams were a thing of the past. “We had one of the largest surges of our existing customers upgrading their facilities that we’ve ever had,” Scaturro said of the collaboration gold rush that marked the start of the hybrid work era. The large spike in sales and services for collaboration technolo- gies brought more than monetary rewards toYorktel. It attracted attention from one of the company’s key suppliers, Poly. After Yorktel grew its collaboration business with Poly by double digits in 2021, the MSP received the highest level of recognition from the vendor: Platinum Partner of the Year. “Part of that is the amount of business that that we drive to them but also our level of expertise to deliver the products and services that add value onto the products,” Scaturro said. Now Yorktel is set to join the partner program of a much larger vendor where Scaturro sees an opportunity to tell a big- ger story about hybrid work. That vendor is HP Inc., the Palo
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