HP Defines Go-to-market Strategy for Connected World at Americas Partners Conference
LAS VEGAS -- HP today outlined its channel strategy for the connected world to help partners increase profitability in high-growth markets such as cloud computing and commercial mobility.
Addressing more than 1,100 channel partners at the HP Americas Partner Conference (APC), HP President and Chief Executive Officer Léo Apotheker expanded on the company’s recently announced strategic vision for connectivity and how cloud computing and mobility will translate into new opportunities for the channel.
“As the convergence of cloud and connectivity continues to redefine the technology landscape, HP and our channel partners are well-positioned to capitalize on this tremendous market opportunity,” said Apotheker, who addressed partners in a keynote presentation today. “We will continue to arm our partners with complete, end-to-end solutions to meet customer demand today and tomorrow.”
Apotheker also highlighted the importance of HP channel partners’ involvement in the development and execution of HP’s go-to-market strategy, as well as his personal commitment to working alongside partners to penetrate new markets and deliver solutions that optimize customers’ business models and transform their infrastructure.
As part of the company’s focus on mobility, HP announced new benefits and rewards for partners selling webOS solutions, enabling partners to drive growth in the $26.4 billion Americas commercial mobility market.(1)
Throughout the conference, partners will hear about HP’s connected offerings for the channel and how they can leverage these solutions – from the data center to the network edge – to grow their businesses. HP also will outline channel partner cloud programs as well as showcase a cloud experience demonstration featuring products and services from across its portfolio.
HP also launched the HP SMB Central community network to help partners seize the $71 billion U.S. small and midsize business (SMB) market opportunity.(2)
PartnerONE enhancements to streamline growth
Enhancements to the HP PartnerONE program are designed to drive growth around key market opportunities, including new offerings for connectivity and enterprise.
“We’re aligning our industry-leading PartnerONE program to help our partners take advantage of emerging industry trends and grow their businesses,” said Stephen DiFranco, vice president and general manager, Solution Partners Organization – Americas, HP. “Throughout 2011, we plan to leverage our evolving portfolio, tailored programs and simple solutions to make it easy and more profitable for partners to work, and more importantly grow, with HP.”
Beginning this summer, partners will be able to sell webOS solutions and tap into new HP PartnerONE program benefits. New webOS PartnerONE benefits include market development funds, volume programs, big deal registration and practice development for partners selling webOS products, such as the HP TouchPad. HP will work with partners to provide context-aware experiences for customers with secure information creation, digitization, transformation and consumption – anytime, anywhere.
In November, HP plans to introduce an Elite program that integrates its webOS solutions, providing partners with the appropriate knowledge, training and resources to successfully deliver these solutions to the market. Further details regarding the Elite program will be announced later this year.
The company also announced an addition to its Deal-Registration programs. Effective May 1, the HP Personal Systems Group’s “target offer” will reward partners with upfront benefits during the negotiation stages of a deal when targeting select enterprise customers.
HP SMB Central community
Launched in the United States and Canada earlier this month, HP SMB Central – an initiative that offers channel partners one-stop access to SMB sales solutions, marketing and support – now includes an online community network. The HP SMB Central community offers HP channel partners a place to network, collaborate and share best practices for growth in the SMB market.
In addition to learning about HP and its SMB programs and solutions, the community network provides real-time collaboration and an ongoing dialogue with peers and industry experts that will help partners understand how to seize more of this key market segment and grow their SMB business.
APC highlights and executive commitment
More than 2,000 partners and HP leaders from across the Americas are attending APC, where, in addition to Apotheker and DiFranco, they will hear from HP executives such as Ann Livermore, executive vice president, Enterprise Business; Todd Bradley, executive vice president, Personal Systems Group; and Vyomesh Joshi, executive vice president, Imaging and Printing Group.
APC sets the stage for more than 700 executive meetings and roundtables with HP executives and partner attendees, designed to align strategies for profitable growth throughout the year.
HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure at the convergence of the cloud and connectivity, creating seamless, secure, context-aware experiences for a connected world. More information about HP (NYSE: HPQ) is available at http://www.hp.com/.
(1)Sources: IDC Media Tablet Forecast, December 2010; Canalys Smartphone Forecast, Feb. 25, 2011; HP internal estimates.
(2)Source: HP internal analysis.
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