HP Renews SMB Server, Network, Storage Partner Push

Hewlett-Packard's (HPQ) Just Right IT partner program seeks to speed network, server and storage sales to SMB customers. But will HP partners jump aboard?

The VAR Guy

October 9, 2013

2 Min Read
HP Renews SMB Server, Network, Storage Partner Push

Hewlett-Packard (HPQ) continues to break bread with channel partners. At the high-end of the market, HP now has a senior VP to drive enterprise partner sales. At the low-end of the market, HP is introducing new Chromebooks for resellers. And in the SMB space? Here comes a renewed networking, server and storage push in the channel.

Called the “Just Right IT program,” HP is seeking to “accelerate time-to-revenue by simplifying design and delivery of HP networking, server and storage solutions for small and midsized businesses (SMBs).”

The effort, according to HP, includes:

  • HP NetworkIT, which provides solution guides and blueprints that accelerate product delivery for business-grade wireless networks, unified communications and collaboration, and secure, unified access and infrastructure. The program includes cobranded lead-generation assets, training, guides and materials to increase sales opportunities. The program also provides resources and incentives that accelerate time to revenue with HP Networking solutions.

  • HP Simply StoreIT, which helps resellers to market and implement HP’s storage portfolio — including the new HP MSA 2040 Storage disk array.

That’s Significant

In a prepared statement, Derek Kuhr, practice manager, Heartland Technology Solutions, endorsed HP’s SMB channel push. Read between the lines and that’s a critically important endorsement for HP. Heartland participates in HTG Peer Groups, an influential organization spanning dozens of MSPs and VARs. 

Generally speaking, HP needs to win back many peer groups and other communities that questioned some of the company’s partner moves in recent years. It sounds like the Just Right IT program is a step in the right direction.

Reality Check

Still, HP’s server, storage and networking sales have been under pressure. Dell, which is going private, continues to apply pricing pressure. And Cisco Systems is pushing hard with unified compute systems (UCS).

How are HP’s channel relationships performing? CEO Meg Whitman may provide an update on Wed., Oct. 9, during an analyst meeting.

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