HP Boosts Partner Revenue Opportunities in Cloud and Services
LAS VEGAS -- HP today announced programs and solutions that enable channel partners to grow cloud and services revenue while helping customers ease their transition to the cloud.
Unveiled at HP’s 2012 Global Partner Conference, the new HP PartnerONE cloud specialization and collaboration programs and expanded HP ServiceONE offerings can extend channel partners’ sales reach and speed customers’ time to market.
The cloud computing market is projected to reach $143 billion by 2013,(1) which offers channel partners 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.(2)
“To capitalize on cloud and services opportunities, channel partners need programs that align with their business strategies,” said Kirsten McCrabb, vice president, Worldwide Channels Marketing, Enterprise Servers, Storage and Networking, HP. “Last year, HP invested more than $1 billion in programs across its portfolio to help partners pursue growth markets and win more business.”
Expanded HP cloud programs
The new framework of programs creates opportunities for channel partners to deliver superior cloud solutions for customers by aligning with HP’s hybrid delivery approach to cloud. The programs support a range of cloud business models, offering benefits based on partners’ expertise and investments.
“Customers want to move quickly to integrate cloud into their IT strategies, and they want partners with the expertise to align cloud solutions with business objectives,” said Henry Fastert, chief technologist at SHI, an HP partner based in Somerset, N.J. “HP’s partner programs and portfolio have enabled us to build our business, letting us become an early leader in providing cloud services and solutions to our clients.”
The new HP cloud programs for channel partners include:
- HP Cloud Builder Specialist, a new HP PartnerONE specialization for partners with cloud expertise based on HP solutions such as HP CloudSystem. This specialization includes existing partner enablement and training programs for cloud infrastructure, software and services, including the HP Cloud Centers of Excellence demonstration program, which has sites at more than 100 partner facilities worldwide.
- 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.
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 program as a service provider.
HP ServiceONE Partner Support
HP extended the HP ServiceONE program 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 ServiceONE is the industry’s only partner program 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 world-class support.
HP Packaged Consulting Services
New HP Packaged Consulting Services enable channel partners to increase services revenues by offering consulting expertise to customers without needing to invest in specialized staff resources. These popular cloud, storage and networking services feature standard pricing and discounts for easy quoting, creating new opportunities to expand services business.
Pricing and availability
Partners can now participate in training and enablement programs that will be part of the HP PartnerONE Cloud Builder Specialist program worldwide rollout beginning Nov. 1.
The HP Interchange will be demonstrated at the Global Partner Conference, with enhancements planned through 2012.
HP ServiceONE Partner Support will be available to select partners in March, with worldwide availability later this year.
HP Packaged Consulting Services are available worldwide, with prices beginning at $2,000.(3)
(1) Based on HP internal analysis.
(2) HP Research: “Reseller Cloud Strategies,” Jan. 10, 2012.
(3) Estimated U.S. street prices. Actual prices may vary.
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