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HP ServiceOne & SMB: Helping customers step up to the New Style of IT


by John Flowers, Worldwide Channel Marketing Manager, HP Technology Services


Sue-Barsamian.jpgHP senior vice-president Sue Barsamian gave the keynote address at Synnex’s Varnex 2014 spring conference last week. Her message to HP partners was clear: there’s services gold in small-to-medium-sized businesses (SMB). Here’s why.


Converged infrastructure was originally seen as a way of simplifying the IT sprawl that developed in big companies. Now HP Converged Systems provide pre-integrated, ready-to-deploy systems tuned to specific workloads like virtualization, cloud, collaboration, and others. That’s opening the door to new computing capability for SMBs, and HP support services are going through that same door. That’s big news For HP customers—and HP partners.


For customers, it’s a matter of accessing the affordable, easy-to-buy services needed to make them successful. For partners, the new HP services we’ve introduced provide a vehicle for cementing their relationships with customers by both selling and delivering those services. And they bring new opportunities to grow the services component of their business.


But… To take full advantage of the opportunity, HP partners need to rethink what they are doing for their customers. Over time, pre-integrated, pre-tested converged systems will reduce the need for the close-to-the-box implementation and integration services that have been staples for many partners. So we’ve been tuning the HP ServiceOne program to help our partners move up the value chain.


Here’s how. We’ve rolled out new services designed to help our customers take advantage of the new style of IT. And… we’ve made our full portfolio of HP services available for partners to both sell and deliver. To help you fit them to the needs of your customers—and understand your opportunities at the same time—think of it this way:


  • You can capitalize on current opportunities by accompanying each solution you sell with the services the customer needs. To help you, we’ve simplified foundation services and made HP Foundation Care easier to sell, renew and deliver. 
  • You can accelerate your services growth—and enhance your customers’ success—by offering HP Proactive Care. It combines proactive system scans, health checks and system reviews with 24x7 monitoring and alerts and access to the collective knowledge of thousands of experts to keep the most critical applications running.
  • You can disrupt the services business in your markets with new services like HP Datacenter Care and Flexible Capacity that help your customers migrate to the new consumption models brought about by the new style of IT while you migrate up the services value chain.

We’ve spent a lot of time talking to partners about what we can do to make us both more successful. That’s what has driven the changes we’ve introduced in HP services and in the HP ServiceOne program. One thing Sue made clear at Varnex: we’re still listening. So we urge our partners to take advantage of the new opportunities we’ve created for them—and to let us know what else we can do.

John Flowers is the Worldwide Channel Marketing Manager, HP Technology Services for the Enterprise Group at HP. He is responsible for marketing for the HP ServiceOne Partner program, which enable partners to sell and deliver HP Technology Services. He also hosts the HP Services Fast Break series on the HP Enterprise Group YouTube channel. A techie at heart, John began his career in the technical response center supporting programming languages. He has held technical marketing, marketing and channel marketing positions in personal computing, servers, printing and services in both the U.S. and Europe.



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