HP on the Partner Opportunity: Cloud, Mobility, Big Data and Security

By TC Doyle Comments
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T.C. DoyleHP DISCOVER — HP Senior Vice President Sue Barsamian has been a visible presence here at HP Discover in Las Vegas, chatting with media and analysts, attending press events and sharing insights via Twitter.

Channel Partners recently caught up with Barsamian for a wide-ranging, one-on-one interview. In the first part of our conversation, she talked about partner programs and company realignment. In part two of our conversation she talks technology — opportunities for partners, in particular.

In this Q&A, Barsamian, who serves as the senior vice president and general manager for Enterprise Group (EG) Worldwide Indirect Sales at HP, zeroes in on four key areas: cloud, mobility, big data and security. These technology categories represent the foundation upon which HP believes the “New Style of IT" will be built. Read for yourself why she is so enthusiastic about the unique set of assets that HP brings to the table in these areas.

Channel Partners: What’s your top priority with partners?

Sue Barsamian: I am focused on getting more of them to play very strongly across our portfolio. As I “lean in" to say "what is your play in hybrid IT?," I’m trying to help partners understand how they can evolve to a place where they are increasing their services and software mix, where they are playing in the hybrid cloud world, etc. If you think about it, many are starting to buy small data centers in order to provide managed services, which is essentially an extension of hardware maintenance. They are building private clouds and managing hybrid clouds for their customers, and are brokering the resale of public cloud services. So how do you do all of that in a way that doesn’t require partners to show up to 20 different customers with 20 different combinations of hybrid clouds and hybrid IT? At some point they have to place some bets on some platforms, we believe.

We believe that every customer is going to have a different path and journey. As a reseller, if you want to get into that game of helping customers with the hybrid cloud, then you have to have a reference architecture platform that you can bring to bear regardless of the hybrid scenario that the customer wants. Obviously, some customers will have vendor preferences. Some will say “I’m an HP customer" or “I’m an IBM customer" or “I’m a Cisco customer." That will be more prevalent in traditional IT than in the world of managed services and cloud. As you move into the [latter], the vector point shifts to the cloud. And our objective then is to sell the partner the absolute best portfolio of hardware, software and service-enabled stack that allows them to deliver solutions to customers.

CP: So of all that you have to offer, where should partners focus?

SB: We have incredible assets across everything you need for hybrid IT. This includes cloud, mobility, big data and security. We offer hybrid IT from the device to the data center, and with software assets that go around it and a services program that is incredibly inclusive of partners. This is, arguably, the best set of differentiated assets available. Oh and, not to mention, that includes financing and variable consumption models that make it very easy for customers to get into this in a CapEx-light, pay-as-you-grow model.

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