HP's transition to cloud computing channel partner does not stop

Since May 2012, HP's business channel sales have grown 20%, reaching its highest level in 3 years, and added hundreds of platinum, gold and thousands of silver agents in more than 200 cities – the number delivered at the annual Channel Summit of FY13, the HP conglomerate in China.

Despite good results, HP hopes that its own and channel partners will be able to prepare for the answers to the following questions: How can we continue to tap new business opportunities in the future? Are the upcoming cloud computing days ready? If you want to do a transformation, through what way can enhance their channel competitiveness?

"Channel business has always been the focus of HP, but we feel that the traditional channel model has been difficult to adapt to the future of the cloud computing era of customer needs, straightforward point that the mode of moving the box will gradually decline, HP must be the channel partner's future to find a more suitable development path." "HP Global Senior vice President, Enterprise group Greater China," said the president.

said that the cloud computing tide has come, partners need to make all the preparations for customers to transform cloud computing, and through HP integration infrastructure, fusion cloud and software definition data center three major strategies to help customers transform existing infrastructure and smooth upgrade to the cloud infrastructure, protect good customer investment, And in the process of accurate search for their own positioning.

Cloud transformation

In fact, at the HP Enterprise Group Channel Summit, HP's staff have repeatedly communicated to channel partners, whether in the course of their speeches or in successive awards and appreciation events, that it has had a significant and direct impact on the business model of channel partners, since cloud computing can change business rules. Whether you like it or not, cloud computing has come, the transformation and upgrading of channel partners has been difficult to avoid, is well-intentioned.

The reason behind this is that in the eyes of various types of channel partners, such as distributors, integrators or solution providers, cloud computing is a real threat, and if all services are obtained through cloud computing, does it mean that the channel loses its survival value?

The answer is obviously negative. The McKinsey survey shows that in China, the future construction of cloud computing industry will lead to more opportunities for integrators and solutions, because customers in the cloud services consulting and procurement process, believe that the day-to-day installation of their equipment, the establishment of infrastructure architecture, the proportion of integrators and solutions is significantly higher than other service providers.

In other words, in the investment process of cloud computing, customers tend to have cooperative channel partners in the past, and in China even up to 76% of CIOs in the deployment and implementation of private cloud in the process of choosing to trust integrators and solutions.

Another exciting message is that in China, SMEs have a very large space for the acceptance and utilization of cloud computing. Research shows that 90% of medium-sized Enterprises and 72% of small enterprises are still lack of confidence in the privacy and security of cloud services, the Chinese market for small and medium enterprises cloud services in the technology and delivery mode of backwardness also affected the acceptance of SMEs. Therefore, once the appropriate delivery method is found, the rapid development of the market will be ready for the time being.

Thus, in the era of cloud computing, channel partners will be mainly services, solutions or customized solutions to achieve sales. At the same time, customers can also be customized on demand to package some services, such as pre-sales consulting, implementation assistance, integration with existing systems and implementation support, and so on. As more and more customized products or services are gathered on the cloud, the channel trader will be able to discover new development space from cloud computing, which is the most important market opportunity in the next 5-10 years.

Plan well

Now, HP hopes that channel partners will be able to quickly transform, seize this very rare market opportunity, and also according to different channel partners to plan the future development path. In a planning form, Hewlett-Packard has detailed plans to channel partners on "Existing customers", "new customers and new markets, how to leverage the three dimensions of" existing products and services "," new products and services "and" new technologies "to drive the transformation of channel partners, in each dimension, HP has done a detailed menu option for the channel partner to choose from.

So how can channel partners help customers transform their existing infrastructure and smooth upgrades to the cloud infrastructure by using HP's converged infrastructure, converged cloud, and software-defined data center three-tier strategy? Character advertised to channel partners gave two attractive "cake": The first is to start the Dreamforce project, in the next two years, Hewlett-Packard will increase 10 branches, in 200 cities to establish new customer information directory, recruit 400 telephone sales staff, deploy 1000 Dreamforce To carry out more than 2000 joint market activities.

Second, the Hewlett-Packard Tianjin Cloud Computing Center will provide partners with Cloud computing POC (proof-of-concept), which is undoubtedly a significant positive news for partners. Emphasis, the HP Tianjin Cloud Data Center has the capacity to support 10,000 virtual machines to support the channel partner's POC test, allowing partners to focus on business innovation and create greater business value.

"In the past channel mode, the channel's energy and resources are more focused on selling products, and in the cloud computing mode, the resources to sell services, the need for more large-scale upfront investment." The data center provided by HP can help channel partners to save the cost of setting up the POC test platform, which is very important for the transformation of channel partners. "The character advertised said.

In this respect, the Executive vice president of Taoshaowen Information Technology Co., Ltd. said that Hewlett-Packard's proposal to cloud transformation is very pertinent, after all, with HP innovative integration infrastructure and channel partners in some industries have a unique understanding and advantages, can seize this wave of transition opportunities.

Empowering channels

Just took office in China HP Vice President, Enterprise Group Channel Division general manager 樊瀛 said, HP Channel department in the next work, hope through HP Enterprise Partner "Dream Team" plan, help channel partners to achieve "empowerment, growth, success", the core is to help partners achieve profit growth, Business growth and market development.

In particular: the first is to continue to expand channel capacity. HP hopes to provide partners with a wider coverage, a more reasonable price structure and higher logistics efficiency through a partnership expansion plan in 50 cities and a division of Industrial standard Server channel areas and a coverage of direct shipments in 27 cities.

The second is to help partners grow, in the HP Enterprise Partner "Dream Team" program, HP will be put into the sales staff to cover the coverage of 250 three to six-tier cities, further helping channel partners to reduce costs and achieve better business development.

The third is a list of new SMB customers, and HP plans to add a list of 5,000 SMB customers in the top 50 cities. Hewlett-Packard believes that the rapid deployment and ease of management of cloud computing are more important to the less technologically capable SMEs, so the new SMB customer list is essential to channel partners.

The forth is to increase the sales of value-added products, especially storage and service products sales will bring more value to channel partners, thereby winning the trust of customers. As a result, HP will drive a series of plans in 2013 to increase the exposure of storage and service products to customers, through the sale of High-value products, to bring more profits to channel partners, and to bring about increased competitiveness.

In addition, 樊瀛 also said HP will continue the 2012 fiscal year channel strategy, optimize the channel competition environment, fully guarantee the interests of all levels of channel partners. He also called on Channel partners to actively join HP's Cloud Channel program to achieve cloud transformation and upgrading.

"channel partners are very important to HP, first, HP will bring the best solutions to China's channel partners to help them provide products and services in line with the actual application of Chinese customers; second, HP and channel partners, not simply business relations, we are more concerned about their talent, capital, promotion and certification on the promotion, In order to better customer interaction products and services; Finally, HP will be fair, impartial, open and channel partners to cooperate, do a good job of channel coverage and support to enhance their market competitiveness. 樊瀛 finally stressed.

(Responsible editor: The good of the Legacy)