With HP’s New Programs, Can Its Partners Find Clarity in the Cloud?

April 15, 2011 at 10:14 am Leave a comment

by Diane Krakora, CEO

HP’s recent Americas Partner Conference 2011 had its proverbial head in the cloud, with new cloud products and programs one of the focal points of its annual partnering meeting. Coming off a strong year of revenue performance and market share gains, HP’s Americas channel revenue grew by over 20% in 2010. Combine that with the company’s assertion that it is the IT company best positioned to provide integrated solutions for cloud computing, as well as new cloud partner strategy programs, and HP may be the one to watch in the race to the cloud this year.

The big question will be if the company can live up to its aspirations, particularly when partner roles in cloud delivery seem foggy at best. As discussed in our event analysis, as they relate to partner leverage and go-to-market strategies, the channel-relevant cloud roadmap and program support announced at the event were vague. There was a good deal of talk about building and delivering cloud services to end users, but the channel’s role in this model was left unanswered.

Much of the cloud-based discussion focused on building a Cloud Center of Excellence (COE), which centers around partners selling fully realized cloud services, for direct delivery to end users. While partners can profit from selling HP cloud services, the better way to ensure a true partnership investment is in sharing IP methodology and skills so partners can take an active role in structuring cloud architecture to the needs of their clients. Stimulating end-user demand through major ad campaigns will certainly help spread the word about HP’s capabilities, but the company could be missing the perfect opportunity to build a cohesive solutions offering for the channel.

Here’s hoping that the coming year brings enlightenment and a committed focus to make cloud services the perfect springboard for collaboration.

You can read the full HP Americas Partner Conference Event Analysis Here.


Entry filed under: Industry Perspective, Live from Events. Tags: , , , , , , , .

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