Finance Connect Podcast: HP’s Raúl Mambrilla on the future of technology finance

Joining host Richard O’Donohue, Raúl Mambrilla shares his insights into how financing has become a strategic enabler for technology businesses, exploring the growing importance of partnerships, subscription models and recurring revenue in the evolution of the IT market.

With more than 17 years at HP, Mambrilla discusses the role finance plays in helping technology vendors strengthen customer relationships, create recurring revenue streams and reduce competitive pressure through long-term agreements. He also explains why HP has adopted a partner-led financing strategy, working with a panel of finance providers rather than operating its own captive finance business.

The discussion examines how HP selects its finance partners, highlighting the importance of competitive pricing, geographical coverage, sector expertise, responsiveness and a willingness to invest in long-term business development. Mambrilla also explains why strong partnerships depend on collaboration, shared market intelligence and proactive support rather than simply providing funding.

Another key theme is the changing economics of technology finance. Mambrilla explores how supply chain disruption, component shortages and rising hardware costs have increased demand for leasing, while the emergence of AI-enabled PCs is creating new challenges around residual values and portfolio management.

Looking ahead, Mambrilla shares his vision for the future of technology finance, predicting a shift towards fully flexible subscription models where businesses consume technology as a managed service rather than purchasing individual devices. He argues that customers increasingly want technology vendors to manage hardware, software, upgrades and lifecycle services through a single subscription, mirroring the managed print services model that is already well established.

The conversation also explores the collaborative nature of the technology finance market, the value of industry forums such as the Captives Forum, and why finance providers can become valuable strategic partners by bringing market intelligence and innovative ideas to technology vendors.

For equipment finance providers, captives and technology vendors, the episode provides valuable insight into how one of the world’s leading technology companies views financing as a driver of growth, customer loyalty and long-term value.

The latest episode is available now on the Finance Connect European Equipment Finance Podcast channel, as well as Apple Podcasts, Spotify, YouTube and Amazon Music.