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Partner Teaming

Paul_Toffis ‎01-25-2012 08:21 AM - edited ‎06-26-2015 03:12 PM

We read a lot how we are currently in an inflection point in information technology, which will change the way we live, work & play driven by changes in how technology supports our lives.


This presents a challenge for HP, as we develop new technologies and bring them to market. We cannot scale our sales and marketing efforts quick enough to maintain the momentum that the market is driving. Therefore we have to team and partner to bring these new products and services to market.


Our customers are looking to vendors for a complete end to end solution when it comes to these new technologies, Cloud being a prime example. But all too often vendors are interested in selling their products in a silo’d manner. i.e. servers are on aisle 9, software on aisle 2 and storage on aisle 13.


HP has initiatives which bring its internal businesses together to deliver integrated multi-product, cross portfolio offerings, such as Application Transformation, Hybrid Delivery and Converged Infrastructure. The challenge is how we can do this with and through our partners.


Most partners have invested in and developed, Go To Market practices built around certain technologies, their strengths are in selling and delivering elements of HP’s hardware or software portfolio.


However the Cloud Center of Excellence (CCOE) program is an example where HP have worked with partners to develop expertise in selling and delivering  HP’s cross portfolio of Cloud products. This involves an investment from HP in working with the partners, training and enabling and certifying them on HP’s Cloud products, but also an investment from the Partner in sales, pre-sales and delivery resources aligned to the CCOE program.


What about partners that have the necessary software skill and resources to support a CCOE but without the hardware expertise. Or partners that have the relevant hardware experience but lack skill around the required software.


This is where partners can team and work together and support each other where they lack skills or expertise. HP’s role is to understand our partner ecosystem and facilitate the partner on partner engagement. Working closely with our partners we can understand their strengths and abilities, help them engage with each other as well as direct them and support them to attain the necessary accreditations and certifications they need  to become more self sufficient around HP’s major initiatives.


HP will continue to work closely with its partners to develop programs that enable them to work and support each other. More details around the HP partner programs and new enhancements will be announced at the HP Global Partner Conference 2012, 13-15 February 2012, Aria Resort & Casino, Las Vegas

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