Chief Commercial Officer, Hp
Search every verified David Mcquarrie interview, podcast appearance, and on-the-record quote — each transcript cross-checked by AI and human review to confirm speaker identity. Dave McQuarrie, HP’s Chief Commercial Officer, appeared at the HP Amplify partner conference in Las Vegas in December 2024, where he discussed growth opportunities for partners. He described small and medium businesses as a “massive group of customers with an even more massive spend” that are underserved by internal IT, and said the AI PC is a “game-changer” for them if they can capitalize on it. McQuarrie emphasized a shift from selling devices to selling outcomes and experiences, such as “compute instead of the computer” and “the room instead of the camera.” He also highlighted the importance of partners embracing change and engaging in a “proactive dialogue about capability gaps” to succeed. In earlier interviews from September 2024, McQuarrie described AI as a “tidal wave of opportunity” and compared generative AI to the “advent of electricity” in its transformative potential. He stated that “companies and people who use AI are going to replace companies and people who don’t,” and stressed the need for education about AI because the technology is “so new and rapidly evolving.” McQuarrie also discussed leadership qualities, citing humility, a focus on team advancement over personal ambition, and the discipline of focusing on what one can control as important traits. He noted that HP’s acquisition of Poly gives the company an “unbeatable and unmatched portfolio” for hybrid work experiences, and that the company is committed to deploying its assets to benefit communities and the planet.
“AI and AIPC will transform everything: our internal operations, all of our products including PCs and print, and all of our services will depend on AI. It's going to become part of the furniture everywhere and remain so for a long time.”
“Companies and people who use AI are going to replace companies and people who don't. This is a powerful reminder that we better embrace AI because it can enrich our lives and make us better, but it also can impair if ignored.”
“Education about AI is critical because this technology is so new and rapidly evolving. Everyone—employees, partners, and customers—needs to understand not just how to use AI but why to use it, as it involves costs, changes, and learning cycles.”
“The hybrid work world is here to stay and is an enormous opportunity. Our acquisition of Poly gives HP an unmatched portfolio to improve collaboration, satisfaction, and productivity wherever people work, and this capability is underpinned by AI.”
“The biggest question is not how to unlock growth but how to capture the most growth possible, especially with the tidal wave of opportunity coming from new technologies like AI.”
“It's a massive group of customers with an even more massive spend; SMBs are not as well served by internal IT or providers as big companies, so they need infrastructure to serve them — and the AI PC is a game-changer if they can capitalize on it.”
“The partners that are going to do the best in this next few years are those that embrace this change and those that are demanding of us that we help them — that proactive dialogue about capability gaps will be the most constructive and successful.”
“We have to move to solutions and outcomes away from a device — move to compute instead of the computer, to the room instead of the camera — so we're selling experiences and outcomes rather than point spec sales at a price.”
“That device often has a lot of life left in it — if we move used devices to someone who can benefit, there's lots of refurb and recurring revenue opportunities; done well this becomes an ASP and TCV growth driver.”
“We announced here the Smart Buy program — a much faster, more available, more aggressively and competitively priced offering that starts with our PC business and will roll across the portfolio to make it easier to do business with us.”
“We will have made material progress in transforming our internal operations using AI — it's not enough to sell it unless you use it, because nothing is as compelling as showing what you're doing with it versus 'you should'.”
“Right now a lot of AI conversation is high level — we need to get down to use cases that customers can benefit from, prove and demonstrate the economic value, roll it out and publish the business case and best practices so others can benefit.”
“It's a big opportunity because it's a massive group of customers with an even more massive spend, and they are not as well served by internal IT departments or providers as big companies are; for us particularly the AI PC is a game-changer for them if they can capitalize on it.”
“The first is that they and we will have made material progress in transforming our internal operations using AI — it's not enough to sell it unless you use it — we need to get down to use cases that customers can benefit from, prove it, demonstrate it and show the business case.”
“I think more companies are struggling than not. I don't know many companies who figured this out and figured this out I don't mean made a mandate right nobody comes back to work everybody come back to work this is these are mandates that doesn't mean figure it out that just means taking a position and hoping that that...”
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