HP Channel regression

In the 2014 fiscal year, the HP Enterprise group Business received "unexpected" rapid growth. How can This "accidental" growth be transformed into sustained, stable growth? The Hewlett-Packard Enterprise Group has the confidence to strengthen risk management, expand the industry and regional markets and invest billions of dollars to support the development of channels.

"The 2014 fiscal year was a steady growth for the Hewlett-Packard Business group and the best year of the past four years, which we did not think of at the beginning of the year because we all felt that fiscal year 2014 was a difficult one." "At the recent 2015 Hewlett-Packard Group Partners Summit, Hewlett-Packard, global vice president, China Hewlett-Packard Company Group General manager Ye Jian told reporters. In FY 2015, the HP Enterprise Group Channel Strategy is "wide open, deep excavation", with all partners in the regional market to achieve broader coverage, in the industry market to achieve more breakthroughs and common growth, while helping enterprise users in the "It new state" to achieve a smooth transition to cloud and big data.

Reverse Market growth

For the Hewlett-Packard Enterprise Group, FY 2014 was a year of good harvests for its Chinese business: its revenues were double-digit growth, its operating profit increased significantly, the industry standard server revenue achieved 2-digit growth, the storage product grew strongly for 4 consecutive quarters, and the market share of key business servers increased dramatically; The technical services business has been steadily growing for many years, with a significant increase in the number of partners, especially in FY 2014, which increased by 36% in the quarter and 57% in channel inventory throughout the fiscal year.

The HP Enterprise group can achieve such a bright-eyed result, Ye Jian that the main reasons are as follows: First, China has been upgraded to the fourth district of HP, the Chinese market has been given special attention by the headquarters, which makes the business decision chain of the HP Enterprise group China significantly shortened, China's sales organization structure adjustment and market, Product strategy can be supported by the headquarters, business flexibility is greatly enhanced; second, the implementation of the HP Enterprise group China Team has been further strengthened, and the relationship between the partners is closer; third, HP's Good channel Gene was released and displayed, although it encountered some difficulties at the beginning of the year, But the channel partners to HP, we work together to achieve the entire business ecosystem to grow.

At the HP Group Partners Summit, the most impressive two points to reporters: first, HP re-defined the "channel for the King" strategic core, relying on positive, appropriate strategy and strong execution, not only to consolidate and expand the channel system, but also attracted a large number of professional quality and ability of HP "old Will" return, Enrich the channel power; second, many HP channel partners have been supporting HP for many years, together with HP to face the challenges of the market, technology transformation, while achieving business revenue growth, but also smooth to cloud computing, big Data transformation.

For example, Huang Huihua, vice president of China Hewlett-Packard Corporation, general manager of Corporate Business Client division and Western General manager, re-joined China Hewlett-Packard Co., Ltd. in December 2013. He initially entered China Hewlett-Packard Co., Ltd. in 1997 and worked continuously for 10 years. At this partner conference, reporters heard and saw like Huang Huihua have worked in Hewlett-Packard for many years, out of the world and return to a few. HP's focus on the channel and positive attitude attracted these experienced and capable veteran "back nest", not only enrich the strength of the channel, but also learn from the veteran of the other friends to learn the successful experience, the HP channel strategy has been adjusted and optimized.

Beijing Zhong da Heng Industry Technology Development Co., Ltd. since 2000 on behalf of HP products, from a simple hardware product distributor to today's successful transition to a solution provider, its rapid growth and HP support is inseparable, and in the face of new market challenges, Beijing Hengda Technology Development Co., Ltd. has always insisted with HP.

Shenzhen Longs Information Technology Co., Ltd. as HP's top agent for more than 14 years, in the company's entire architecture, the impact of HP everywhere is visible. "We use HP's product line as a basic blueprint to integrate into other excellent products and ultimately integrate into our own solutions." Mao Zhipeng, CEO of Shenzhen Longs Information Technology Co., Ltd., said, "If an enterprise wants to remain invincible, it must forge its own things, but only if there is a very strong support system." No matter when and where, I think HP can provide us with much more support than other suppliers, which is why we have been following HP for so many years. ”

Billions of dollars invested

At this partner conference, the HP Group released a 2015-year channel plan, several of which were impressive, such as strengthening risk management mechanisms, expanding industry and regional markets, and investing billions of dollars in funding support channels.

One of the core strategies of strengthening the risk management mechanism is to strictly implement the business opportunity Reporting system, standardize the channels and ensure open and fair competition. Within HP, there is a manager-level risk Management Committee whose main role is to control internal risk, create a good environment for partners, not affect the enthusiasm of partners, and establish a high-performance, high-integrity corporate culture atmosphere. Ye Jian said: "We have a very honest and honest team, but also want to bring this integrity of the wind to the entire partner ecosystem, to ensure that HP partners in a fair and impartial environment for competition and development, the HP products, services and value to customers. ”

"HP's emphasis on the business reporting system reflects HP's open mind and shows that HP will treat every partner with fairness and focus on project information provided by partners." "Beijing Zhong da Heng Industry Technology Development Co., Ltd. General manager He Hongliang to HP changes in the heart," business opportunities, business opportunities to share can let us get more sales opportunities. ”

Huang Huihua added: "Over the past year, we have been firmly implementing the business opportunity reporting system to crack down on the cross-shipment or irregularities in the channels." This not only does not affect the development of the business, but also greatly improve the satisfaction of agents. ”

Talking about the funding of the channel, China Hewlett-Packard Co., Ltd. Vice President, Enterprise Group Channel Department general manager Wang Yishan always refused to disclose specific figures, but over billion is certain. "In fact, in addition to increasing investment, we would like to emphasize that resource optimization." In the past, we are extensive in resource input and management, and the 2015 fiscal year will be refined management, the total resources are divided into five parts, each part will have a detailed management, and the cost of each part of the resource investment and efficiency will be real-time tracking, to achieve positive results of the project will follow up investment, Projects that are less effective will certainly reduce investment and thus optimize the utilization of resources, "Wang Yishan said.

The business of the HP Enterprise group has already covered 368 cities and thousands of partners in China. To better support local business, HP will devote most of its resources to the construction of a regional team, such as the recent hiring of salespeople and engineers on a large scale by Hewlett-Packard.

Previously, the HP Enterprise group mainly from the overall product line of view to strengthen management, which makes Wang a mountain also feel a bit of the taste of the planned economy, because too much attention to the environment, the dilution of personal performance, but also affected the enthusiasm of the channel. Now, Hewlett-Packard has set up a new position as a total account manager, assigning an account manager to each of the general generations, gross position as a customer, understanding the ideas of the general generation and providing them with timely help. The overall performance of the account manager is tied to the results of the total generation, which leads to a greater focus on the partners and better service for them.

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Transformation and growth

Faced with the challenges posed by the "It New state", both HP and channel partners face the twin pressures of growth and transformation. From HP's point of view, it wants to expand its coverage of the 三、四级 market, letting channel partners grow faster in these markets, as well as helping and facilitating channel partners to transform to the solution provider, enabling more integration of HP's storage, business-critical servers, and more in the solution.

From the point of view of channel partners, they also agree with HP's "It New state" analysis, but also willing to work with HP to accept the test of transformation and growth. He Hongliang that transformation is the trend of the entire IT industry, if you want to keep up with the pace of the times in the transformation, we must make changes in the following two aspects: first, from the consciousness to change, actively follow up the latest technology trends; second, there must be a suitable product.

"HP's technology is leading and is guiding all partners to the ' it new state ' direction. HP provides us with the full technical support and training, certification. More importantly, HP has excellent products in cloud computing, big data, mobility, security, and so on, such as the ' Helion Cloud Initiative ' in cloud computing. "In the process of transforming to the ' It new state ', HP must first have a sense of change and a good product," He Hongliang said. As partners, as long as we keep up with HP's footsteps, we will naturally win more new business opportunities. ”

This article is from the "Guo Tao Storage World" blog, so be sure to keep this source http://gtstorageworld.blog.51cto.com/908359/1597056

HP Channel regression