April 23, 2012

2 Min Read
HP Cloud Center of Excellence Partners Gain Sales Training

By samdizzy


At the HP Discover conference in June 2012, Hewlett-Packard (NYSE: HPQ) will offer cloud marketing and sales guidance to selected channel partners. It’s a safe bet Hewlett-Packard at Discover will also update core cloud efforts, including the HP CloudSystem Matrix and the HP Cloud Center of Excellence (CCoE) initiative, Talkin’ Cloud believes.

The HP CloudSystem Matrix is an Infrastructure as a Service (IaaS) solution for private and hybrid cloud deployments. To promote the IaaS solutions, HP in September 2011 said 19 partners had built so-called HP Cloud Centers of Excellence. Familiar partner names on the list included Arrow ECS, Avnet, Forsythe Technology, GTSI, Ingram Micro, Logicalis, Long View Systems, Presidio Networked Solutions, Synnex and Tech Data, among others.

More recently, Zorawar ‘Biri’ Singh, senior VP and GM of HP Cloud Services, described HP’s cloud strategy for channel partners.

Fast forward to the HP Discover 2012 conference (June 4-7, Las Vegas), and Hewlett-Packard will offer marketing and sales guidance to its CCoE partners. The CCoE portion of the event, by invitation only, seems poised to offer partners four areas of training:

  1. Marketing and business planning to drive customer demand

  2. Sales guidance to identify target accounts

  3. Presales guidance including technology overviews and demos

  4. And delivery guidance, including training and certification for CS Matrix delivery

Many of the CCoE partners are distributors (Arrow, Avnet, Ingram, Synnex, Tech Data). By training those partners on cloud computing, HP effectively reaches thousands of resellers and VARs that work within the distributor ecosystem.

Some of the CCoE partners are also well-known managed services providers and emerging cloud services providers. Here, Long View Systems fits the description.

During most of 2011, Talkin’ Cloud found HP’s overall cloud story a bit confusing and half-baked. But the more recent HP Converged Cloud and Public Cloud announcements have helped to crystallize and clarify HP’s overall cloud strategy.


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