Alstom IT has been appointed as the master distributor of HP’s OpenView service management solutions for Australia.
It will offer OpenView to a range of channel partners including value added resellers, managed service providers, systems integrators and consultants.
HP claims the move will streamline its IT service management channel operations while providing continued and sustained growth.
Marketing manager for HP Software, Paul Muller, said Alstom had developed specialist OpenView skills during the past couple of years that would allow it to meet the needs of existing and would-be channel partners in terms of technology, supply and price point.
Muller claimed the OpenView business had “virtually doubled” during the past 12 months, which was creating increased pressure on HP to service the channel. He said the arrangement with Alstom was partly designed to take weight off direct fulfilment.
General manager of Alstom IT, Greg Newham, said his company would be able to offer OpenView to channel partners at the same price or cheaper than HP while offering improved support.
“In the past, they [HP] have had a number of people distributing the product but not the skill base around it,” he said. “We have been an OpenView distributor for more than three years and have those skills.
“The structure within HP has not always been conducive to channel growth but we are much more channel-centric from a software point of view.”
Alstom is launching an OpenView Partner Program and will provide a range of incentives including ongoing sales and technical training, marketing, presales support and promotional as well as lead generation events.
“We want to give resellers the best opportunity to be competitive with the product and help them make it work,” Newham said.
“OpenView gives some resellers an opportunity to go back to existing customers with more service offerings. They will not need lots of brand new customers because many of their existing base will have an inherent need for this type of product.”
Muller said existing distributors would be given the choice of buying direct from HP or going through Alstom.
“We would be happy to talk to them,” said Newham. “It’s all business at the end of the day.”