HP Helps Partners Capture Emerging Opportunities

In conjunction with this week’s Microsoft Worldwide Partner conference, HP announced two new programs to help customers and channel partners stay a few steps ahead of the shifting technology landscape.

  • The HP Windows Server 2003 Migration Program supports channel partners in assessing, planning and implementing customer server migrations as Microsoft ends support for Windows Server 2003.
  • The Mobilize Your Business Program helps businesses more seamlessly integrate mobile technology into their workplace, while enabling channel partners to capitalize on the growing business mobility market.

We talked with Sue Barsamian, senior vice president and general manager of HP’s Enterprise Group, and Jos Brenkel, senior vice president of Worldwide Sales Strategy for HP Printing and Personal Systems, to learn more about how HP and its partners are helping customers achieve improved business outcomes.

HP Next (HN): Partnering is in HP’s blood. Tell us about that.

Sue Barsamian (SB): Ultimately, everything we do, whether it is this program or other programs, is with and through our channel partners. Together, HP and our partners can deliver the business outcomes customers are looking for. Our success will not be measured only on how many customers we bring in  but also how many partners we make successful in this journey.


HN: How does HP’s collaboration with Microsoft impact HP customers?

Jos Brenkel (JB): Microsoft and HP have been jointly innovating to solve customer challenges for more than three decades. With our new programs, we’re taking the best from HP’s long standing partnership with Microsoft and implementing best practices to fuel growth for our customers and our partners.


HN: How will the end of service for Microsoft Windows Server 2003 affect customers?

SB: There are more than 11 million servers running Microsoft Windows Server 2003. As of July 14, 2015, those customers will no longer receive security updates, support, or technical content updates. Sixty percent of customers don’t currently have a migration plan in place. They will face security and compliance challenges if they don’t move quickly, particularly in regulated industries such as healthcare and financial services. 


HN: How is HP enabling partners to help these customers?

SB: Together, HP and our partners are uniquely suited to help SMBs and enterprises plan and execute their migration. We are arming partners with a total life cycle solution that will help them drive growth for themselves and their customers.


HN: What sets HP’s migration approach apart from its competitors?

SB: We are making it easier, faster and more cost-efficient for customers to migrate. For example, we allow customers to defer payment until new equipment is in use, which means they can avoid dual payments during the migration. We also offer HP Flex-Bundles for SMBs, which provide preconfigured solutions including servers, storage and networking for quick and easy migrations. For partners, this means they can meet their customers’ needs more quickly and cost-effectively than their competitors.


HN: What about IBM customers?

SB: Businesses running Windows Server 2003 on IBM face an even more complex migration path. Customers need a partner who delivers the total solution of server innovation, management applications and services. HP and our partners do just that through our Project Smart Choice program, which provides partners with the resources they need to convert IBM customers to HP.


HN: How has mobility changed the workplace?

JB: Mobility in the workplace has created new ways for colleagues to collaborate and enabled a more seamless work/life blend. According to the 2013 Accenture Mobility CIO Survey, 73 percent of CIOs believe that mobility will impact their business as much as or more than the internet did in the late 1990s. As more and more workers integrate their personal devices into their workplace, companies face new security and compatibility challenges.


HN: How is HP addressing those challenges?

JB: Together with Microsoft and Intel, we provide the right mobile hardware, applications and accessories to securely support the mobile workforce, without disrupting the way people work or creating massive disruption for IT departments.


HN: What does this mean for partners?

JB: Our partners are crucial to this effort. Later this year, we will roll out a full suite of training, sales and marketing resources, all designed to enable channel partners to capitalize on the growing business mobility market for horizontal offerings and industry-based vertical solutions focusing on education, healthcare, retail and hospitality, travel and transportation, and manufacturing and construction. The full “Mobilize Your Business Program” for channel partners is expected to be available beginning fall 2014 as part of the HP PartnerOne Program.

For more information on these programs, customers can reach out to their preferred HP PartnerOne channel partner; partners can reach out to their HP Partner Business Manager.