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HP eyes Telstra for ISP partner program

HP eyes Telstra for ISP partner program

Hewlett-Packard is planning to announce a partner program with Internet service providers (ISPs) and hopes to strike a deal with local telecommunications carrier Telstra.

According to Nigel Ball, HP's general manager for the Internet and applications systems division, the ISP program will be formally announced in September and the company hopes to have five to 10 partners signed up by the end of the year. Several organisations, including PSINet, have already signed up for the program and according to Ball, HP has been "talking" to Telstra.

"ISPs are emerging as key players" in the market of low-cost e-business outsourcing, Ball said.

It will be "critical to partner with them to take e-business applications out to customers".

Ball said although ISPs will continue to work with the likes of Sun Microsystems as they grow their Web hosting services, they will look to partner with organisations in the enterprise market as well.

"If we go forward with ISPs we have a much better chance of delivering the capabilities that enterprises are looking for," Ball said.

In Sydney for HP World '98, Ball also said through its Electronic World strategy announced in March, HP aims to gain a 20 per cent market share in server sales delivering e-business services by the year 2001.

"We have all the pieces to deliver the E-World strategy so we start from a position of greater strength over any of our competitors . . . even IBM," Ball said.

According to Ball, although IBM "clearly" has a better services organisation, HP's "breadth is greater" and technology capabilities go beyond IBM's.


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