HP Global Partner Conference 2102: Day One Highlights

HP kicked off its inaugural Global Partner Conference 2012 (GPC) Feb. 13 in Las Vegas with some major announcements aimed at creating recurring revenue streams for HP's VARs.

First, HP announced new HP PartnerONE cloud specialization and collaboration programs to help its channel partners deliver a hybrid cloud offering to their end users. Steve Erdman, VP and general manager of Channels and Alliances in the Americas for HP Software, said most HP partners are looking to implement a hybrid cloud model when it comes to their IT services offering.

"We want to develop the most robust hybrid cloud offering," Erdman said. "Our goal is to offer industry-leading products that enable our customers to build a cloud roadmap." The HP offering will include several different cloud sales models and a range of benefits for partners based on the partner's amount of industry expertise and amount of financial investment.

"The more invested you are in HP, the more HP will invest in you," said Matt Smith, director of Americas Channel Marketing, HP Software.

To prove Smith's point, HP announced three new cloud programs designed to help its channel partners deliver hybrid cloud solutions. Here's an overview of all three, courtesy of HP:

  1. HP Cloud Builder Specialist, a new HP PartnerONE specialization for partners with cloud expertise based on HP clouds solutions such as HP CloudSystem.
  2. HP Interchange, a social media network that enables partner collaboration in designing and deploying cloud offerings to offer complete solutions to customers.
  3. New financial incentives for channel partners to secure successful sales opportunities for HP CloudAgile service providers.
But HP didn't stop there. The company also introduced a newly expanded version of its HP ServiceONE program, complete with a new storage services support model that lets qualified partners expand into what HP calls "high-growth storage markets" to boost their own profitability. The company also debuted a consulting services package to help channel partners drive more sales without adding specialized staff.

Day 2 Preview

Toward the end of Day 1 I met with Scott Dunsire and Jon Wayne from HP's Imaging and Printing division, both of whom noted many HP partners are on the hunt for managed document services (MDS) solutions. In fact, Dunsire said, MDS is starting to resonate with "corporate America," and there's a great opportunity for HP to innovate in the MDS area. Additionally, Mike Parrottino, VP of U.S. Channel Sales for HP Software, said MDS is one of HP's five target growth areas in 2012, along with the healthcare and eduction verticals, cloud infrastructure solutions and the SMB sector.  I'll be listening for developments targeted at all five areas during Day 2. Stay tuned.
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