HP helping partners with "New Style of IT"

Pradeep Khemani 
Director – Channels, Enterprise Group 
HP India 

HP is the only organization in the industry that can design, build, integrate its own IP and support all the required elements of Converged Infrastructure from the data center to hybrid cloud to the tablet. Over the last year, HP has been capitalizing on the tectonic shifts taking place in the industry – the transition to what HP defines as a “New Style of IT”. This can be made possible by pursuing growth in four strategic areas: Cloud, Mobility, Big Data and Security. The “New Style of IT” spans devices, infrastructure, software and services to deliver on the promise that customers, partners and employees expect lower cost, greater agility, simplicity and speed. HP offers various solutions across server, storage, networking under its one umbrella of Converged Infrastructure. Some of the most acute concerns of Indian organizations are to reduce upfront investment and running costs on the data center space, enhance power and cooling through built-in thin technology and massive de-duplication while benefiting from industry-leading performance, features and benefits.

HP’s business is driven by its customer’s requirements. HP offers an array of products, technologies, software, solutions and services to large enterprises, SMBs, individual consumers and customers across various verticals in India. During an interaction with the VARINDIA team, Pradeep Khemani, Director – Channels, Enterprise Group, HP India, and Faisal Paul, Director, EG Marketing and Solution Alliances, HP India, elaborate more on HP’s successful Channel-partner ecosystem.

Converged solution offerings by HP

IDC projects that the market for converged systems will grow three times faster than the growth of spend on traditional infrastructure.

Faisal Paul
Director, EG Marketing and Solution Alliances,
HP India

HP ConvergedSystem is a new product line engineered from the ground up based on 21st-century assets and architectures for the New Style of IT. Built using HP Converged Infrastructure’s best-in-class servers, storage, networking, software and services, HP understands what is needed in the data center of the future. It is eliminating IT complexity through its innovations in the new HP ConvergedSystem portfolio – a family of integrated IT systems purpose-built for key workloads such as virtualization, big data and hosted desktops. 

The new HP ConvergedSystem products dramatically simplifies IT, enabling clients to go from order to operations in as few as 20 days. With quick deployment, intuitive management and system-level support, IT organizations can shift their focus from system integration to delivering the applications that power their business.

HP ConvergedSystem builds on the experience HP gained with HP CloudSystem, the company’s purpose-built integrated system for building and managing clouds, which has been delivered to more than 1,000 customers worldwide. HP CloudSystem was recently rated as a top private cloud solution by Forrester Research.

HP’s distribution network

HP is equipping partners to expand pipelines, win deals and help grow their revenue through HP Unison, a framework of infrastructure, programs and processes that help partners advance their business. New and improved tools and support within HP Unison will enable partners with a streamlined, collaborative, end-to-end approach to partnering accessible 24/7 through the new HP Unison Partner Portal. This portal provides access to all of the eServices that enable partner interactions, including joint business planning, streamlined deal registration and quoting, market development funds management, lead and opportunity management, and enhanced partner compensation visibility.

HP has various programs to integrate the distribution network:

•         PartnerONE & HP Partnership Web: Reselling, referring, distribution partners' web site. Information and tools to market, sell and support HP products and solutions for our mutual success.

•         Developer & Solution Partner Program (DSPP): DSPP has all the resources needed to develop, deploy, and deliver solutions across HP's computing technologies.

•         HP Channel Services Network (HP CSN): Tools and information that power service partner success. Includes service delivery business applications, service offerings and sales resources.

HP’s relationship with VARs

HP offers many tools and resources under the PartnerOne Program to help Resellers raise profits and provide the flexibility and expertise our customers deserve. From business development to sales and marketing to support HP recognizes and rewards the most committed and qualified Partners with the tools and resources that meet their needs of being an HP Reseller.

HP recently announced improvements to the PartnerOne framework. Under this framework, channel partners are profiled under a four-tier classification: Platinum, Gold, Silver, and Registered with Platinum being the highest profile. The benefits and rewards keep increasing as one moves from registered to Platinum.

A registered reseller can start his journey with HP and move up to a platinum partner as and when he acquires the required specializations around each business by getting their resources certified. In addition, he has to improve his business contribution to HP across the business groups he manages. 

satinder@varindia.com

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Anand Karapurkar
Director,
Infobahn Technical Solutions

"We have been actively associated with HP since the year 2000. We have been married to HP for a long time. So like every marriage this one also had its ups and downs. But the fact that we are still married says a lot. The able team that we have at Infobahn is our biggest strength to take this business to the next level.”

Message for the Peers in Channel Business: Believe in your strengths and grow your organizations on these strengths.

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Ajay Sawant
Managing Director,
Orient Technologies

"Orient has been associated with HP since 1998. As HP Platinum Business Partner, we get a lot of training on various products / technologies / solutions. Moreover, our backend incentives are also better than Gold or Silver partners. Orient has grown with HP support in the last 15 years and our incentive value is growing quarter on quarter because our business with HP is growing. Because of virtualization expertise, we could be able to sell more and more HP Servers and Storage. Nowadays, we are focussing on HP Networking solutions also, whereas HP Services is our bread and butter.”

Message for the peers in the channel business:  Kindly keep yourself updated with the latest technologies and solutions across industries by taking training offered by OEMs and focus on bottom-line business rather than topline.