Image Gallery: HP/HPE Global Partner Conference Expo
HP/HPE GLOBAL PARTNER CONFERENCE — The expo floor at the joint HP/HPE 2016 Global Partner Conference had something for everyone, from sexy gaming systems to 3D scanning, to a deep dive into HPE’s newly announced network procurement and consumption pricing schemes. The invite-only event drew some 1,300 partners, along with a bizarre modern-dance act staged by rival Dell EMC outside the Boston Convention and Expo Center on Tuesday, as attendees arrived for president and CEO Meg Whitman’s keynote.
Among the event's highlights:
- HP Inc. announced changes and enhancements to its Partner First program that include simplification to the way the company measures partners.
- Not to be outdone, HPE announced changes to its Partner Ready program that include the integration of competencies, a new and fully integrated Partner Ready Networking Program, a revamped Partner Ready Service Provider (PRSP) program, and an updated suite of partner marketing resources.
- HP Inc. announced its acquisition of Samsung's printing business.
- HPE partners got a deep dive from Meg Whitman on the vendor's strategic road map.
- HPE and NTT America look to expand their relationship, seeing stronger alignment ahead.
The rather sparse (attendee-wise) show floor reflects a shift in focus that Channel Partners has observed by HPE and other vendors from quantity of partners to quality — translated as earning certifications and competencies (several of which were announced at the event), generating sales across the portfolio, and supplementing products with value-added services to increase stickiness. Higher metal designations earn deeper discounts and fatter margins.
There’s no doubt HPE needs all of its partners to make sales, preferably lucrative ones — the company saw third-quarter revenue dip by 6 percent overall year over year, to $12.2 billion, some $440 million shy of analyst estimates.
To see what the company hopes will turn that ship around, we took a stroll around the show floor.