HP channel to prosper from OpenView's reach

HP channel to prosper from OpenView's reach

Hewlett-Packard wooed the 1200-plus audience at its recent OpenView Universe 98 conference with a number of product announcements and bold promises for the product, including an aggressive channel push.

HP chairman, president and CEO, Lew Platt, predicted 13 per cent of the company's revenue would be from software and services. By the end of this year, Platt says OpenView will be a "$US1 billion business" for HP.

OpenView is HP's IT service management (ITSM) offering, which encompasses a number of modular programs. Platt pledged HP will become a service management market leader and announced a number of new products to back up that promise, including a service metric reporting tool and a monitoring tool for Internet service providers.

"We're investing for the long term in making OpenView an even more powerful solution for end-to-end enterprise management," Platt said.

Although Platt admitted the ITSM market faces an uphill battle to become common practice in the market, he said HP was fighting to shift the industry's thinking away from technology and towards the benefits that technology provides.

And with the announcement of KPMG Pete Marwick as a global OpenView solutions implementor for HP, that should become easier. KPMG joins Unisys and Wang as solutions implementors.

And to complement KPMG's service, HP is also expanding its Asia-Pacific channel programs. Currently, about 60 per cent of HP's software revenue comes from the channel. HP wants that figure to be 100 per cent.

While the region recently experienced the best growth for OpenView products, the Asian economic woes have affected HP's growth expectations.

"We expect growth to be slower, but it will still be sufficient to warrant significant investment," said Ali Al-Tarafi, HP's Asia-Pacific market development manager for network and systems management.

One of HP's strategies is to form partnerships with its hardware competitors to distribute OpenView with their high-level equipment. HP also has a number of training programs in place to educate the channel about OpenView. It involves a certification process which links resellers to levels of achievement.

Al-Tarafi said a major benefit for OpenView VARs and VADs is the information technology infrastructure library (ITIL), which is a library of books about best practices on ITSM. HP is the only ITSM provider that has access to this information.


Phone: 13 1347

Ellen Cresswell travelled to OpenView Universe 98 courtesy of Hewlett-Packard.

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