Ten years ago this month the HP 3000 community gained its final official reseller. Pivital Solutions stepped in to sell HP 3000s, even though Hewlett-Packard only intended to manufacture the computers until the end of October, 2003.
In fact the final HP sales of the 3000 crept into 2004, including deliveries and back inventory. Pivital took on the spot because the company had confidence the 3000 user base would be needing official and trained support for many more years to come. An official place in the HP authorized reseller lineup would enhance what the company had been doing for years already.
That extra service has translated into new resources, even recently. Pivital is one of the few holders of a license for the source code for MPE/iX. Support companies use that resource to create workarounds and even custom patches.
In 2003, we wrote:
Pivital Solutions CEO Steve Suraci hears the tick of a different clock than the one which HP has been counting down for 3000 sales. Less than six months before new HP 3000 sales will end at HP, Pivital is ramping up its efforts as the newest authorized reseller of the servers in North America.
Pivital has taken over the system integrator spot in HP’s 3000 hardware channel that’s being abandoned by Dimension Data. Suraci said that Dimension released much of its 3000-capable integration staff which Pivital was working with, and Pivital saw an opportunity emerging from the situation. It may seem to be late, but Pivital sees its entry as early in the lifespan of the 3000 customer
“Strategically, we know there’s going to be long-term homesteading customers on the HP 3000 out there,” the CEO said. “Even HP is attesting to a quadrant of the market where people will homestead forever. That is a big portion of the customer base which we deal in today.”
The company had built up a practice of offering the application and then extending MPE support to customers using the GrowthPower ERP application, moving on in the late 1990s to expand its customer base beyond ERP sites. “We found we were becoming more involved in the other business aspects of these companies,” Suraci said, leading to partnerships with Minisoft and Cognos, for example.
But as of late last year, “we felt we no longer had Dimension Data as an outlet to move 3000 hardware to customers. We needed an outlet to sell hardware and get the deals done.”
National hardware partners couldn’t interest Pivital in becoming part of their folds, and HP was willing to let the 18-person firm with operations across several US states take over the reseller spot from Dimension Data. Suraci said selling 3000 systems to customers is only the start of what Pivital plans to do with its new prospect. Selling the last round of new hardware to sites which need to upgrade from older models lets Pivital position itself for support business in the future, as well as other hardware sales.
HP has announced it will continue to make N-Class and A-Class CPUs, IO and network cards, peripherals and memory available for new sales during 2004, though Suraci said the vendor hasn’t released specifics of how that aftermarket will work with the authorized channel. The support business that flows from hardware sales looks to be a more reliable prospect for revenues for Pivital. Suraci wants HP to see the company as a contender for any third-party 3000/MPE support partnerships HP may launch in the years to come.