ChannelLife Australia logo
Industry insider news for Australia's technology resellers
Story image

HP continues to drive channel growth

By Anthony Caruana
Tue 31 Mar 2015
FYI, this story is more than a year old

IT is under the pump, according to HP's vice president and general manager for the Enterprise Group in the South Pacific, Alan Hyde. The industry is seeing huge disruption with new technologies and significant competition driving new business models.

"IT is under pressure to deliver faster, new styles of apps, at lower price points without breaches in security while all this is going on'" says Hyde. "It's a real perfect storm".

Last year, HP unveiled their New Style of IT strategy and revamped channel partner program, PartnerOne.

"Our number one priority is enabling our own people as well as our channel partners to understand this new style of IT and turn that into a journey our customers can go on in bite-sized chunks. This will transform their IT infrastructure in a low risk, manageable way," says Hyde.

HP is continuing the education around the PartnerOne program and breaking it down into the solutions that make up the new style of IT by using the use-cases,   reference architectures and services that allow partners to implement the different pillars of the new style of IT.

"The journey we're on is really to get that grounded in how partners interact and talk to the customer day in and day out. And then back it up with all of the detail behind so they can deliver it".

Hyde says that the program is getting plenty of traction with partners and says that although HP is still perhaps only halfway along the journey to the destination they envision, he believes the competition is playing catch up with HP.

Tools such as the deal registration system, smart quoting to improve quote turnaround times and tweaks to the rewards programs and lead generation have been successful according to Hyde. This includes automation and continued investment with channel partners providing a lot of positive feedback.

"We believe our partners make more money with us. They get better marketing support, better enablement such as training and the BPSA program where we embed and co-fund technical support into partner companies".

In Hyde's view, there's new single factor that makes PartnerOne a success but it's the combination of several well executed strategies working together.

Despite the small size of the Australian market, relative to the US and Asia, there are some strong growth opportunities in Australia that HP expects to support continued revenue growth for partners.

"We've seen growth in traditional IT and in service provider," says Hyde. That whole world, the hybrid IT world, is really starting to get traction".

Hyde sees the local market as being quite "leading edge" as there is a combination of large SaaS players in the market with local capability as well as companies that are evolving with where they put workloads. One trend he noted is that businesses that were early adopters of cloud services are pulling systems back to on-premises, as some of the expected cost and efficiency savings haven't materialised.

This is another opportunity HP expects to help drive growth and sales for partners.

HP, in Hyde's view, has the tools needed for delivering the full gamut of services required regardless of whether businesses use managed service providers, on-premises systems or cloud services. The management tools HP delivers to customers support a single view of all systems as well the ability to manage all the services.

"That whole concept of the software defined data center and a software defined network is now coming to light," he says. "We're starting to see SDN deployed in the university sector to manage private networks. I think SDN is one of those technologies that is part of that future that is a great opportunity for the channel".

Related stories
Top stories
Story image
Tech job moves
Tech job moves - Bitdefender, Cohesity, Fortinet & MODIFI
We round up all job appointments from June 27-30, 2022, in one place to keep you updated with the latest from across the tech industries.
Story image
SOTI
Australian consumers loyal to retailers who deliver speed and visibility
SOTI finds extensive order visibility and speed are the most important factors for turning one-off customers into loyal, long-term buyers.
Story image
Online shopping
Consumers want speed, visibility in return for brand loyalty
72% of Australian shoppers want complete online order visibility and 63% are loyal to retailers who deliver goods the fastest.
Story image
Robotics
Evonik relies on Getac F110 tablet to control autonomous robot
The aim of the project is to evaluate the practicality of an automated robotic maintenance and inspection solution in the chemical industry.
Story image
WatchGuard Technologies
Ransomware volume doubled 2021 total by end of Q1 2022
Ransomware detections in the first quarter of this year doubled the total volume reported for 2021, according to a new report. 
Story image
Civil Defence
OutSystems platform chosen as part of ADF contract
"To be included in this project is a reflection of our ability to deliver secure, modern digital outcomes for defence at an incredible pace."
Story image
Identity and Access Management
Ping Identity named a Leader in Access Management
Ping Identity has been named a leader in the 2022 KuppingerCole Leadership Compass report for Access Management. 
Story image
Hybrid Cloud
HPE GreenLake advances hybrid cloud experience with new services
"The innovations unveiled today further build on our vision to provide the market with an unmatched platform to spur innovation and drive transformation.”
Productivity
Discover the 5 ways your ERP may be letting you down. Is your current system outdated, difficult to manage, and costing you a fortune?
Link image
Story image
Data
MYOB improves data visibility and user access with Snowflake
"Solutions such as Snowflake allow us to better understand our customers and make evidence-based decisions on what features work best for them."
Story image
State Library of Victoria
State Library of Victoria entrusts Oracle support and security to Rimini Street
“Our finance team are very happy with the support and security that Rimini Street provides, which keeps our assets and our customers secure."
Story image
New Relic
New Relic looks to observability market with new partner programme
New Relic has announced the availability of New Relic Partner Stack, an enhanced programme expanding New Relic’s commitment to partners.
Story image
Cyber Criminal
Identity and access: the fight is on
Blue team defenders are used to protecting our data, applications, and users with access controls and other security mechanisms, which is why attacks like this are especially challenging when they target identity and access control systems.
Story image
Manufacturing
Sutton Tools deploys Infor M3 CloudSuite for manufacturing
Sutton Tools has also implemented the Infor OS cloud operating platform, including Infor Intelligent Open Network and Mongoose.
Story image
Review
Hands-on review – CleanMyMac X utility for macOS
We get hands-on with a useful utility that macOS users never thought they needed but probably do.
Story image
Gaming
Hands-on review: 16GB PNY XLR8 Gaming EPIC-X 3600MHz DDR4
PNY sent over its 16GB XLR8 Gaming EPIC-X 3600MHz CL16 DDR4 module kit for testing. The kit contains two 8GB dual-channel modules with RGB lighting.
Story image
Retail
Australia Post Online Retail Industry Awards finalists for 2022 announced
Finalists have been announced for this year's 2022 Australia Post Online Retail Industry Awards (ORIAS Awards), recognising the achievements of online retailers in Australia.
Project management
Discover the 4 crucial factors for choosing the right job-costing solution. Is your team struggling to cost jobs and keep projects running on budget?
Link image
Story image
Hybrid Cloud
Advent One acquires Layer 8 Networks, complements hybrid cloud offering
The acquisition comes at a time of surging demand in hybrid cloud, network virtualisation and network security.
Story image
Microsoft
ASI Solutions named finalist of Microsoft Surface Partner of the Year
"ASI Solutions has a strong Microsoft focus, building value by helping customers maximise investment in modern workplace solutions."
Story image
MSP
Video: 10 Minute IT Jams - An update from CyberArk
Olly Stimpson joins us today to discuss the importance of MSP programmes and how MSP partners are experiencing success with CyberArk.
Story image
Accounting
Four factors to consider when choosing the right job accounting solution
Progressive job-based businesses can achieve success by strengthening their ability to quantify every cost attributable to the delivery of an outcome for a customer.
Story image
Infrastructure
Global investment in data centers more than doubled in 2021
DLA Piper's latest global survey finds the total investment in data center infrastructure worldwide rose from USD $24.4 billion in 2020 to USD $53.8 billion in 2021.
Story image
Design
Hands-on review: Phillips Hue starter kit
The set-up was one of the simplest I have ever had to do. It is also where the products shine. I was able to connect the bridge, the three lightbulbs and the strip within 10 min.
Digital Transformation
Discover the 5 signs your business is ready for a cloud-based ERP. Is your business being left behind as more of your competitors switch to the cloud?
Link image
Story image
Payroll
How New South Wales state departments achieved cloud migration success
State departments in New South Wales are heading to the cloud to achieve better workflow solutions, and one company is paving the way for their success.
Story image
Data Protection
Five signs your business is ready to move to the cloud
Many organisations are thinking about moving to the cloud. But what are the signs you are ready, and what are the reasons to move?
Story image
Dicker Data
EXCLUSIVE: Why women in IT makes good business sense - Dicker Data
The Federal government wants to bolster female participation in the tech industry to at least 40% by 2030. Here's how one homegrown Australian company has already reached that goal.
Story image
Samsung
Monitors are an excellent incentive for getting employees back
The pandemic has taught us that hybrid working is a lot easier than we would’ve thought, so how can the office be made to feel as comfortable as home? The answer could be staring you in the face right now.
Story image
Citrix
The best ways to attract young talent during labour shortages
New research from Citrix reveals hybrid working and ventures into the metaverse are top of mind for Gen Z workers.
Story image
Awards
Microsoft names A/NZ Partner of the Year award winners
The awards recognise partners across the globe for their innovative use of Microsoft technologies to help customers succeed.
Story image
Infrastructure
Oracle Cloud Infrastructure expands distributed cloud services
“Distributed cloud is the next evolution of cloud computing, and provides customers with more flexibility and control in how they deploy cloud resources."
Story image
Public Cloud
Public cloud services revenues top $400 billion in 2021
"For the next several years, leading cloud providers will play a critical role in helping enterprises navigate the current storms of disruption."
Supply chain
Discover the 4 critical priorities for wholesale distribution businesses in FY23. Are you worried about how supply chain issues may affect your business in 2023?
Link image
Story image
Hybrid workforce
Why hybrid working is here to stay and how to ace it
Citrix's new report reveals hybrid workers are more productive and engaged at work than their office and completely remote counterparts.
Story image
Enterprise Resource Planning / ERP
Five ways your ERP is letting you down and why its time for a change
Wiise explains while moving to a new system may seem daunting, the truth is that legacy systems could be holding your business back.
Story image
Internet of Things
ManageEngine wins big in IDC MarketScape assessment
ManageEngine's Endpoint Central service has been recognised as a leader by IDC MarketScape in several categories including Internet of Things device deployments and UEM software for SMEs.
Story image
Wiise
Four things wholesale distributors need to consider for FY2023
In a post-pandemic world, there are many things for a distribution business to juggle. ERP solutions company Wiise narrows down what companies should focus on.
Story image
Cryptocurrency
NOWPayments launches new service to analyse cryptocurrency fees
NOWPayments has launched a new network fee optimisation solution that analyses current network fees and picks the most profitable option out of the client's payout wallets.
Story image
Microsoft
SAS wins Microsoft ISV 2022 Partner of the Year award
"We formed the SAS and Microsoft strategic partnership with a shared goal of making it easier for customers to drive better decisions in the cloud."
Story image
Cybersecurity
Zero trust security adoption rises 27% in just two years
A survey of WAN managers has revealed that multi-factor authentication and single sign-on are the top zero trust features implemented.
Story image
Cybersecurity
FIDO Alliance releases guidelines for optimising UX with FIDO Security Keys
The new guidelines aim to accelerate multi-factor authentication deployment and adoption with FIDO security keys.
Story image
Oracle Cloud
Commvault, Oracle to deliver Metallic Data Management as a Service
"We are excited to partner with Commvault and enable our customers to restore and recover their most mission-critical cloud data."
Story image
Cybersecurity
Zscaler launches co-located data centres in Canberra and Auckland
The investment will offer public and private sector enterprises greater resilience in support of their zero trust cybersecurity posture.