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 Channel Futures

Sales & Marketing


Cisco Channel Chief Responds to HP-Microsoft

  • Written by The VAR Guy 1
  • May 31, 2009
Setting the stage for this week's Cisco Partner Summit 2009 in Boston, Channel Chief Keith Goodwin (pictured) blogged a bit about his thoughts on Microsoft's expanded Unified Communications relationship with Hewlett-Packard. Goodwin's blog had a few interesting items ... including a prominent mention of Apple. Hmmm.

cisco-channel-chief-keith-goodwinSetting the stage for this week’s Cisco Partner Summit 2009 in Boston, Channel Chief Keith Goodwin (pictured) blogged a bit about his thoughts on Microsoft’s expanded Unified Communications relationship with Hewlett-Packard. Goodwin’s blog had a few interesting items … including a prominent mention of Apple. Hmmm.

Within Goodwin’s May 29 blog entry he alleges that the HP-Microsoft deal essentially is a reaction to Cisco’s network-centric Unified Computing strategy. The VAR Guy tends to agree.

Also, Goodwin reinforces Cisco’s commitment to interoperate with systems from Microsoft, Apple and IBM. Yes, there’s that Apple mention.

Direct Challenge?

Finally — and here’s the juicy part — Goodwin tactfully warns VARs that the HP-Microsoft relationship could represent a direct sales push by HP. Goodwin writes:

As for channel partners, I’m not sure what their role is in this expanded [HP-Microsoft] alliance; it appears, per the press release, HP would handle most deployment and professional services for the joint solution.

Is Goodwin spreading FUD, or does he have a point? Once again, The VAR Guy needs to side with Goodwin. Our resident blogger re-read the HP-Microsoft press release and it crows about HP’s “global team of service professionals” but there’s nary a mention of HP and Microsoft channel partners.

Ooops. The media (including The VAR Guy) overlooked that HP-Microsoft channel goof. But Goodwin didn’t.

Follow The VAR Guy via RSS; Facebook; Identi.ca; Twitter; and via his Newsletter; Webcasts and Resource Center.

Tags: Agents Cloud Service Providers MSPs VARs/SIs Leadership Networking New/Changing Channel Programs Sales & Marketing

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2 comments

  1. Avatar Adrian Jones June 1, 2009 @ 11:45 pm
    Reply

    For more than 30 years, HP’s channel partners have been a key strategic asset in bringing our products to market. The recent joint announcement by HP and Microsoft extending the Frontline alliance to bring an end-to-end business productivity solution focused on unified communications and collaboration is no exception.

    HP and Microsoft are fully committed to working with our highly-skilled joint channel partners in the Frontline Partnership. There are more than 30,000 joint HP and Microsoft partners. 2,000 of them have a competency in Microsoft Unified Communications. A number of these partners are already working to leverage this new solution stack to deliver more value to their customers and grow their business. The unified communications and collaboration initiative between HP and Microsoft will deliver an even more compelling value proposition for our customers and partners.

    Many of our partners have already demonstrated a strong interest to further extend and deliver the unified communications and collaboration solutions to their customers. Our channel partners want to capitalize on the innovation that HP and Microsoft bring to the marketplace. We are encouraging our partners to discuss the new solutions with customers today, and to highlight their capabilities and create anticipation for developments to come.

    We are excited about the new products and solutions and working together with our Frontline partners to bring these solutions to their customers. Solution providers who are interested in learning more should visit the HP Microsoft Frontline Partnership partner portal at http://www.hpmspartnermarketing.com.

    Adrian Jones
    Vice President and General Manager
    Americas Solution Partners Organization – HP

  2. Avatar The VAR Guy June 2, 2009 @ 12:45 am
    Reply

    Adrian: Thanks for weighing in and offering HP’s view.

    Certainly, The VAR Guy realizes that HP is loyal to the channel. But HP (and MSFT) goofed by not evangelizing the partner angle in the joint HP-Microsoft press release.

    Still, keep The VAR Guy honest. When you think his coverage misses the mark you will always have an open forum here to ensure HP’s voice is heard.
    -TVG

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