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HP: Virtualisation drives partner dollars

HP: Virtualisation drives partner dollars

New Enterprise Storage and Servers director, Paul Robson, highlights channel's role in delivering solutions

Virtualisation will be a major driver and sources of revenue for partners across HP’s Enterprise Storage and Servers (ESS) business

Virtualisation will be a major driver and sources of revenue for partners across HP’s Enterprise Storage and Servers (ESS) business

Virtualisation will be a major driver and sources of revenue for partners across HP’s Enterprise Storage and Servers (ESS) business in the next 12 months, according to its incoming chief.

Former HP Solutions Partner Organisation director, Paul Robson, who takes over the ESS director’s role this month, said technologies which helped partners reduce total cost of ownership (TCO), and improved customer utilisation of IT assets, would dominate in the tougher economic climate.

“Partners are very focused on the TCO benefits. The utilisation of excess capacity presents a revenue opportunity around services and leads to hardware sales down the line, especially in these [storage and server] markets, so it’s a huge opportunity,” Robson said.

He pointed out virtualisation was also behind growth in other parts of HP’s business, such as blade servers and thin clients, and the Edgeline networked printing range.

Robson took over as SPO director following the departure of Martin Dare. He flagged the launch of the Premier Business Partner Program and tier, introduced to better reward accredited partners, as well as the extension of its Business Partner Solution Architect (BPSA) program to increase indirect pre-sales resources, as highlights from the past two years.

Under the BPSA initiative, HP co-funds pre-sales resources within top-tier, certified partners as well as provides a “buddy” to assist them around training. Partners with specialisations commit to extensive training and revenue targets and gain access to rewards, accelerated rebates, training and local marketing collateral.

“We have significantly co-funded resources to the channel in the last two years. When we launched BPSA, we had five partners involved – now we have over 50 partners co-funded in the channel,” Robson said. “We’ve also launched a storage-oriented model in the last nine months to increase pre-sales resources.”

HP has also brought on eight sales people in the last year as well as BDMs to work with channel partners and was seeing good growth and increased marketshare, he claimed.

The vendor is now working on selecting a new SPO director and hopes to announce an appointment shortly. Robson said he would continue to work closely with the channel.

“ESS is 99 per cent channel-oriented, which is great for me as I bring a lot of experience and partner relationships to the role,” he said.


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