Hewlett-Packard (HPQ) kicked off its Global Partner Conference 2015 at the MGM Grand in Las Vegas, where the recently divided company outlined its plans to help partners adjust to the new order of business. The split, which was announced earlier this year, will be final Oct. 31.

Michael Cusanelli, Associate Editor

March 17, 2015

4 Min Read
HP Global Partner Conference 2015 Day 1 Roundup

Hewlett-Packard (HPQ) kicked off its Global Partner Conference 2015 at the MGM Grand in Las Vegas, where the recently divided company outlined its plans to help partners adjust to the new order of business.

HP Enterprise CEO Meg Whitman kicked off the first day’s general session, where she talked about this year’s theme of Accelerating Growth. Whitman also outlined the changes to the company’s channel partner program, teased additional news on the upcoming division and provided updates on how HP continues to focus on its New Style of IT mantra.

Here are the highlights for those of you who couldn’t be there in person:

  • Whitman stressed that partners are critical to the company’s success, with more than 70 percent of its revenue originating from its channel division.

  • “We are in an age of relentless change for business and governments,” said Whitman, in reference to the constant change of business models and mobility happening throughout the industry. “I can tell you, with pride, that HP has turned the corner.”

  • In 2015 Whitman said HP needs to build on last year’s successes for its partners and joint customers, especially as it looks beyond 2015.

  • Whitman also recapped HP’s impending split into two companies, HP Enterprise and HP Inc., as a way for the two companies to further empower partners to meet their business objectives. “This move is all about acceleration,” she said. The division is expected to take effect at the start of HP’s new fiscal year, which begins Nov. 1.

  • HP is working to ensure that none of its partners suffer any inconveniences from the division by adding several new partner-centric programs.

    • The HP Navigator Program will assign dedicated agents to each partner to ensure that they are fully operational and up to speed with the new businesses when the companies complete the division.

    • The HP Partner Alliance One program will create a bridge between HP Enterprise and HP Inc.’s channel partners to help acquire lead generation and grow their businesses between both companies.

Providing New Approaches to the New Style of IT

  • Whitman stressed the importance of HP’s partner ecosystem in the success of the “New Style of IT” that the company has championed over the past year.

  • Infrastructure, above all else, will be what makes or breaks modern companies in the new style of IT, according to Whitman.

HP and Aruba Acquisition

With its recent acquisition of Aruba, Whitman said HP is positioned to drive even further into dominating the mobile world.

Dominic Orr, CEO of Aruba Networks, joined Whitman on the stage, where he talked about how the company has innovated in the wireless space over the past 13 years. Orr also talked about the power that Aruba can bring to the New Style of IT with its partner-centric business model.

Whitman stressed that HP Enterprise will leverage its position in the channel to help Aruba outsell the competition and build an even more profitable partner community.

Separation Anxiety? Not Quite, Said Whitman

Whitman compared the division to moving from a single car garage to a two-car garage, with the companies expanding to deliver more solutions to their partners and customers through better service. The move is also expected to help both HP companies become more maneuverable so they can make adjustments faster than before, said Whitman.

“Continuity of leadership” will remain a focus for both HP companies, with both company’s leaders working together to drive partner success.

HP Inc. Executive Vice President Dion Weisler also presented his vision for the future of HP’s printing and personal systems business:

  • 80 percent of HP Inc.’s business is conducted through or with partners, according to Weisler.

  • The PPS division’s strategy remains unchanged despite the impending division, with HP Inc. looking to continue to grow in influence among its commercial customer base.

  • HP Inc. will continue to move away from a contractual business model as it seeks to give partners more opportunities for their recurring revenue services.

  • Weisler also detailed some of the specifics on the company’s latest laser printer launches and blended reality products, including HP Sprout, which is being rolled out to enterprise customers now.

  • The companies’ separation allows them to focus on more innovation for their respective solutions, Weisler said.

Targeting Specific Areas for Transformation

HP Enterprise will focus on four specific transformation areas, meant to help partner leverage the full power of their partnership with HP to deliver the best and most demanded products and services to customers. Whitman stressed that the company is making a big transition from selling products to selling solutions.

The four transformation aspects include:

  1. Transforming to an on-demand IT infrastructure

  2. Protecting digital assets

  3. Empowering a data-driven enterprise

  4. Enabling the most productive workplace

HP will also provide new consulting services to shift the dialog with their customers to meet the needs of this new style of business.

“This is as much about business innovation as it is about technology innovation,” Whitman said.

Make sure to stay tuned to The VAR Guy throughout the week for more news and updates from HP Global Partner Conference 2015, and be sure to follow Michael Cusanelli on Twitter @MCusanelliSB.

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About the Author(s)

Michael Cusanelli

Michael Cusanelli

Associate Editor, Penton Technology Group, Channel

Michael Cusanelli is the associate editor for Penton Technology’s channel properties, including The VAR Guy, MSPmentor and Talkin' Cloud. He has written articles and produced video for Newsday.com and is a graduate of Stony Brook University's School of Journalism in New York. In his spare time Michael likes to play video games, watch sci-fi movies and participate in all things nerdy. He can be reached at [email protected]

 

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