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HP recommits to partner-centric strategy

HP recommits to partner-centric strategy

With the recent expansion of the HP OpenView Authorised Partner Program to include its Netaction e-services platform, HP has reconfirmed its commitment to a partner-centric strategy in addressing new markets in Web services, managed service provision (MSP) and telecommunications.

The vendor further enhanced its partner offering with a region-wide launch of the ePartner Program, which targets ISVs (independent software vendors) that are building solutions on its recently acquired Bluestone middleware development platform.

Although originating in a strategic push towards the integration of HP's hardware and services, the company says it owes most of this year's success to its partners.

"With the support of our channel partners, we served over 60 per cent of the service providers in Asia-Pacific last year, as well as numerous ISVs and developers, whose solutions run on HP Unix, Win NT and Sun," said Steve Ng, general manager for HP's software solutions organisation.

The program comes in the wake of what HP describes as a very successful year for its software and solutions, which has seen the company go head to head with market leaders such as IBM, CA and Veritas and win $US2 billion worth of business. While this represents only a fraction of HP's $48.8 billion revenue base, the company claims the result has propelled it to fifth position on the list of software's global heavyweights.

"We have worked very hard on putting a consolidated software and services offering to the market and this effort has been reflected in the double-digit growth of our software division for the last few quarters," said Annemarie Riga, HP Australia's marketing manager for software.

"We were able to achieve that growth largely due to our partner performance. Despite the fact that our numbers are flat overall, this result gives us something to celebrate."

Tamara Plakalo travelled to Malaysia as a guest of HP.


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