Entisys CEO Shares His Experience as an HP Partner
Mike Strohl is an HP partner and CEO of Entisys Solutions.
The role of channel partners used to be very straightforward. Technology vendors produced the products and channel partners pitched the products, selling them to customers and oftentimes installing the products as well. As the technology industry has evolved and become multi-dimensional, so too has the vendor-partner relationship.
Since beginning my partnership with HP in 2010, I have been lucky enough to triple my company’s revenue. At HP’s recent Global Partner Conference, I discussed changes in customers’ IT needs – driven by the New Style of IT. These days, customers look to the channel for help in both analyzing their technology challenges, and building service products that keep their businesses ahead of the crowd over the short and long term.
Today’s customers need comprehensive IT solutions that work together, which is why HP now works in lock-step with partners like myself to jointly provide holistic, end-to-end solutions that take into account the full spectrum of a company’s needs. Instead of compartmentalizing individual products like cloud and big data analytics software, it is better for HP and its partners to bring together pan-HP solutions. From my perspective, the glue that holds it all together is the HP services organization.
HP’s Enterprise Services and Technical Services teams have helped my company to better serve our customers. Recent changes to HP’s partner program allow partners to more closely align with HP’s services teams, rather than compete with them. Now that HP can work with partners like Entisys to help customers take advantage of the full breadth of HP solutions, I view HP as a strategic business partner with whom to share customers.
Additionally, HP’s revamped PartnerOne program has helped Entisys be more aggressive in pitching customers, and has empowered field teams with increased education and alignment on product capabilities. This improved partner relationship is a result of a simplified work stream, reducing the number of specialists I need to work with from seven to three or four. It has also shortened sales-quote turnaround times from a week to a few days.
My positive partner experience speaks to the effect that HP’s renewed commitment to the channel is having on businesses like ours. As CEO Meg Whitman mentioned in her keynote address at this year’s Global Partner Conference, HP is focused on making partner relationships easier and more profitable. I am confident that this is only the beginning of HP’s improved partner relationship, and am looking forward to what the future holds.