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HP boosts cloud options for channel partners

by Stuart Wilson, Tuesday 14 February 2012

Vendor giant HP wants its channel partners to help ease end-user businesses in their transition to the cloud. HP has launched a number of new improvements to its channel programmes and solutions at this week’s global partner conference in Las Vegas. The new HP Partnerone cloud specialisation and collaboration programmes, plus an expanded HP Serviceone offering, are designed to extend channel partners’ sales reach and accelerate end-user adoption of new technologies.

HP’s own internal research reckons that the cloud computing market will reach US$143 billion per annum by 2013, offering channel partners a wide range of new business opportunities. According to an independent survey commissioned by HP, partners want broad cloud solutions that incorporate software and services, offer more collaboration with each other to share cloud expertise, and are flexible enough to support a range of business models.

“To capitalise on cloud and services opportunities, channel partners need programmes that align with their business strategies,” said Kirsten McCrabb, VP worldwide channels marketing, ESSN at HP. “Last year, HP invested more than US$1 billion in programmes across its portfolio to help partners pursue growth markets and win more business.”

The new HP cloud programmes for channel partners include HP cloud builder specialist, a new HP Partnerone specialisation for partners with cloud expertise based on HP solutions such as HP Cloudsystem. This specialisation includes existing partner enablement and training programmes for cloud infrastructure, software and services, including the HP cloud centres of excellence demonstration programme, which has sites at more than 100 partner facilities worldwide, with 30 of these located in the EMEA region.

HP also announced HP Interchange, a social media network that enables partner collaboration in designing and deploying cloud offerings to offer complete solutions to customers. For example, a channel partner looking for software to meet a specific customer requirement can search the HP Interchange to identify another partner with software expertise. HP will use LinkedIn as a social media platform for HP Interchange.

In addition, HP is offering new financial incentives for channel partners to secure successful sales opportunities for HP Cloudagile service providers. As a result, channel partners can expand their cloud portfolios as they seek out new business opportunities. Channel partners also can participate in the HP Cloudagile programme as a service provider.

HP has also extended the HP Serviceone programme with a new storage services support model that enables qualified partners to expand into high-growth storage markets and boost profitability. HP Serviceone partner support for HP storage offers qualified partners the ability to sell their own services backed by HP support.

HP claims that Serviceone is the industry’s only partner programme to offer three engagement models, enabling partners to broaden their portfolios to capture more market opportunities. Partners may sell HP services to customers, with HP delivering support; sell and deliver HP services to customers; or sell partner-branded services while accessing HP’s support.

HP also whipped the covers off some new HP packaged consulting services that the vendor claims enable channel partners to increase services revenues by offering consulting expertise to customers without needing to invest in specialised staff resources. These cloud, storage and networking services feature standard pricing and discounts for easy quoting, creating new opportunities for partners to expand services business.


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