HP Pumps Up Channel Game


Coming off the HP Global Partner 2013 conference this past  week channel partners of HP have renewed sense of mission.  After all, HP not only overhauled the entire PartnerOne channel program in a way that makes the company  much easier to do business with,  HP also used a channel conference to introduce a raft of new networking, storage and server products.

According to Duncan Campbell, vice president of worldwide marketing for HP Converged Infrastructure, the symbolism of that move should not be overlooked as it sends a signal concerning how strategic the channel is to HP. The new offerings include:

An SX1018 HP Ethernet switch that HP says provides the lowest port-to-port latency of any blade switch available. More than four times faster than previous switches, Campbell says HP also is the first in the industry to provide 40GB downlinks to each blade server for near-real time performance.

A new OpenFlow-enabled HP 2920 Switch Series that HP claims speeds data transfer by up to 45 percent, while increasing performance by up to 100 percent. In addition, a new HP 830 Unified/WLAN Switch eliminates the need to purchase up to 50 percent of traditional network access devices, including separate switches and controllers, while supporting up to 1,000 wireless devices.

An HP BladeSystem c7000 Platinum enclosure, a new edition to the HP ProLiant portfolio that can reduce data center operating costs by up to 68 percent.

An HP ProLiant WS460c Generation 8 (Gen8) Server Blade that add support for high-density 3-D graphics and eight GPUs per blade server. Supporting four times more users per host blade, the HP WS460c lowers costs by up to 60 percent per user compared to previous generations of HP server blades, says Campbell

Two new HP StoreVirtual Storage systems, based on HP ProLiant Gen8 technologies, that nearly double the performance and capacity density compared to previous models.

A new HP StoreSystem that combines HP 3PAR StoreServ Storage and HP StoreOnce Backup systems that are preracked for rapid deployment. Available only through the channel, HP StoreSystem now includes all HP 3PAR platform and VMware software suites to maximize customer efficiency and agility.

In addition to providing more back end rebates and lower thresholds for attaining them, HP CEO Meg Whitman drew huge applause when she promised to terminate anybody at HP caught stealing business from HP channel partners. Overall, HP is pledging to spend In fiscal year 2013 approximately $1.5 billion worldwide in channel programs

That’s a welcome message at a time when IT infrastructure sales are not only soft; the end customer has more purchasing power than ever. The increased rebates give solution providers the option of either passing those savings on to customers to win competitive bids, or drop that revenue directly to their own bottom line.

Thus far, HP claims to have delivered more than 8 million virtual connect ports, issued more than 7 million HP Insight Management licenses, shipped more than 40 petabytes of blade storage and 50 million switch ports while growing the number of HP CloudSystem customers to over 900.

Collectively, those totals are starting to help nudge HP’s latest financial numbers in the right direction. Changes to the HP channel program should help HP and its partners win even more deals, while at the same time putting competitors such as Dell, Cisco and IBM that HP is finally fully back in the channel game.

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