HP all set to change "Rules of Networking"

Prakash Krishnamoorthy
Country Manager, Networking
HP India               

Networks are growing in importance and scope for the present-day organizations. As a long-time networking industry leader, HP Networking is a safe choice for the best available products, solutions and customer care (services and technical support) to meet these challenges. HP Networking Solutions can be categorized into four major sections, including large, mid-size businesses, small businesses, industry solutions and technology solutions. HP’s industry solutions cater to segments including Education – primary/secondary and Higher Education, Hospitality, Government, Manufacturing, Banking, Retail, Healthcare, Oil & Gas and Transportation, among others.

HP is leveraging the abovementioned segments with a slew of Technology Solutions like Data Center Interconnect, Dynamic Virtual Private Network, Unified Wired and Wireless Access and Bring Your Own Device. The goal of Data Center Interconnect is to create an agnostic network enabling organizations to provide workload mobility, perform VM migrations quickly and easily across multiple data centers for higher availability, reliability, and agility. While the Dynamic Virtual Private Network simplifies wide area network connectivity in a Virtual Application Network with HP DVPN solution, interconnecting data centers, campuses and branch offices with standards-based IPsec VPN encryption, the other solution Unified Wired and Wireless Access users can unify campus networks to improve the user experience, strengthen security, and simplify management. As far as HP’s FlexNetwork architecture is concerned, it delivers five primary benefits: an open and standards-based solution with scalability on three dimensions: security, agility and consistency. FlexNetwork helps enterprises securely deploy and centrally orchestrate video-optimized network.

Besides these solution offerings, HP also offers BYOD solution which offers a robust, simple and secure way to the  enterprise to allow users to access network as well as applications from their own laptop, tablet or smartphone.

HP mobility solutions can be deployed as part of an integrated wired/wireless infrastructure for low cost of operation and strong, consistent security. With best-in-class video solutions from HP AllianceONE partners like Polycom, Microsoft, Avaya, Riverbed and Axis, HP can enable effective rich media communications.

Prakash Krishnamoorthy, Country Manager, Networking, HP India, said, “Customers engage with HP Networking because we have great technology, world-class support and lower total cost of ownership. A few examples of unique technology we offer include: First to deliver fabric technology – the Intelligent Resilient Framework – across our full data center solution –reducing latency up to 40% and reducing complexity by up to 85%, Switches with lower latency by up to 90% and increased throughput by 600% over comparable offerings, Single pane-of-glass management for a complete enterprise network, First to deliver new 802.11n dual-radio, three stream access points with high performance and First to deliver solutions based on the IEEE Energy Efficient Ethernet Standard that lowers power consumption by 35%.”

Partner Ecosystem

HP is building and evolving its Partner ECO System in a well-organized way. As networking is the core to the organization’s information highway, HP works closely with its system integrators like Inspira, HCL Infosystems, Wipro Technologies, TATA Consultancy Services, HCL Technologies, AGC Networks and CMC to improve their competence around our products and technology and build joint solutions for its customers. Besides these initiatives, HP has also built a Value Channel community of over 50 partners across the country and these partners help take the HP’s proven Converged Infrastructure strategy and framework to the customers with HP Networking products and solutions.

Prakash further informed, “HP also has a strong community of over 200 volume partners who carry our portfolio and help customers build their branch infrastructure, UCC solution, CCTV and Surveillance solutions, Wireless Solutions, etc through a STOCK and RESELL motion.”

Supporting its strong community of System Integrators, Value Channels and Volume Channels, HP is closely working with strong and vibrant ESSN distributors- Ingram Micro, Redington and Savex Limited.

Rewards & Recognitions for VARs

As far as VARs are concerned, HP offers a comprehensive set of rewards and benefits to help partners drive their networking revenue and profit margin.  HP Networking partner programme is part of HP’s award-winning PartnerONE. Partners can earn significant margins on deals, inclusive of programme rebates and MDF (Marketing Development Fund). HP provides rebates for what it calls partner-led business to reward partners that develop and grow their networking business with HP and HP Networking. With this programme, Channel partners have access to a series of sales-enablement programmes and tools – sales training, webinars, podcasts, customer qualification toolkits and sales playbooks.

HP PartnerONE and HP ExpertONE programmes enable channel partners to use the HPFlexNetwork architecture to strengthen consultative, long-term customer relationships and create new revenue opportunities, regardless of industry. By offering open and scalable networking solutions, partners can address customer requirements without locking them into vendors and technology.

The HP’s ExpertONE programme also offers certifications through the HP Institute, a global academic programme to be made available in several thousand institutions by 2014. Students can earn architect-level HP certifications through integrated hands-on experience with remote labs in a classroom environment. 

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Shyam Sundar Poddar
Director
Netcom Infotech P Ltd

We are associated with HP since July of 2006. HP has a vast portfolio including many products on hardware and a wide variety of solutions. Additionally, partnering with HP has the benefits like prestige or visibility to the customer under the banner of HP, training of the manpower, profitability, engagement & commitment, channel friendly policy with stability, opportunity of selling world class products with very less failure rate, availability of 3rd party products like VMware, Microsoft etc. at a better price, co-marketing fund, HP finance option for customers and HP team which includes supportive, professional and passionate.

We have achieved a turnover of 45 Crore in the current year from 4 Crore in 2006.This is due in part to HP contributing to 70 percent of our business. Due to our association with HP, we have grown from an almost unknown entity to a well-known organization.

HP is an ethical company to work with offering world-class products with very high customer satisfaction. Prime importance is given to the partner through a respectful and transparent relationship. HP provides customers with a complete portfolio of products and solutions, from which partners can expect good compensation. We have a good account base in SMB segment which is a fast growing segment and can help HP grow fast in this segment. We have a vast knowledge of corporate market and the competition accounts. Additionally, we have a strong, talented and versatile team with the potential of development and getting to the next level.

Bijoy R Nair
Director
Vertex Technosolutions Pvt Ltd.

 

We have been associated with HP for the last 19 years, right from the time when HP made its entry in India. We are a Gold partner for HP enterprise business. As an organization we do business only for HP and this loyalty factor had paid rich dividend to us. My message to the peers in the channel business is that HP as an organization is very channel friendly and their strength and dependency is on channels. In India 70 percent of their business happens through channels and probably HP has the best of the channel partners with them. As far as HP’s channel programs and incentive payouts are concerned, they are good and if you have long term partnership with HP you can reap benefits.
 

Vertex Technosolutions Pvt Ltd has a strong sales force and what they believe in is” Relationship” with the customer and vendor.

 

Sushil K Jain
CEO
Orbit Peripherals Pvt Ltd

We have been associated with HP for 19 years. HP is a true partner focused company. It helps partners in remaining competitive with techno – commercial support. As a HP Key Partner we are very sure that we will always find required support from HP in every phase of the sales cycle. HP helps partner grow progressively by providing enablement support. HP’s incentive program is one of the best in the industry in terms of quantity and quality, and enables a partner’s targeted growth. The programs are market focused and adequately remunerate partner for the desired results.

HP also provides incentives for the partner’s sales force. The HP A+ program is a leading salesperson incentive program which rewards our sales people when they sell HP products.

The market is continually evolving. With the emergence of SDN in Networking, this space is going to change rapidly. We have to make our customer understand this technology where HP is a leader. We know that each customer is different and has different solution requirements. Our team takes each case individually and takes it to the conclusion on the basis of its inherent requirements. Post-sales support is the key to sustaining relationships. Being an HP Service Partner, we provide end-to-end solutions to our customers which contain both pre-sales and post-sales support. 

satinder@varindia.com