Hewlett-Packard used its annual enterprise Server Storage and Networking sales kickoff to slam the door on its fresh rocky past and get both its personnel and companions on the identical route towards working together to grow its enterprise.
at the adventure, HP's proper executives from CEO Meg Whitman on down emphasised to the business's personnel the significance of partnering to grow the enterprise after a string of questionable choices over the last yr -- together with the indecision in regards to the fate of its personal techniques group -- brought doubt in regards to the enterprise's focus into the minds of purchasers and partners.
The week-long ESSN income kickoff event, held in Las Vegas the week earlier than Thanksgiving, ran at the side of HP's own internal world earnings kickoff. That global experience was no longer open to answer suppliers.
The ESSN income kickoff introduced collectively about four,000 North American income and assist personnel of HP's ESSN division along with 300-plus answer suppliers to talk about new income courses and push aside lingering issues about the previous year.
Frank Rauch, vice chairman of ESSN channel revenue at HP, validated answer company stories that the supplier prolonged what had been a beta application that presents added coupon codes for selling complete solutions.
That software offers answer suppliers with an extra three % to five % cut price, depending on how tons ESSN items or HP technology services is offered as part of an answer, Rauch said.
"So sell an HP CloudSystem with 3PAR storage or with HP switches or servers," he pointed out. "sell two, and get an extra 3 percent cut price. promote three, and get five %."
Kevin Garrison, vice president of earnings at Lilien techniques, a Larkspur, Calif.-based answer provider and HP associate, mentioned that HP additionally discussed a casual application it called 3x3x3 (three-by using-three-by-three).
With that application, HP referred to that if an answer provider brings three offers to HP, and HP brings three offers to the companion, they can work together to close $3 million in new company.
"it will probably now not be $3 million in new enterprise, however the fact that HP is speakme that method is awfully effective," Garrison referred to. "at present, when HP brings leads, they are customarily from a person looking to get a $50 Amex card for speaking to us. those aren't purchasers that they could perpetually work with. but now HP is speaking about bringing in real leads."
HP also gave its companions a heads-up on a few new classes that were subsequently unlock publicly together with HP's challenge 'Odyssey' approach for integrating x86 server blades into its mission-essential Integrity Superdome 2 Itanium-based servers, new cloud computing certifications as part of HP's ExpertONE Converged Infrastructure certification portfolio; and the information which HP introduced this week that it turned into named to the midrange storage "Magic Quadrant" with the aid of analyst firm Gartner.
Getting HP storage into the Gartner Magic Quadrant changed into a big experience for partners, Garrison stated.
"HP has been taking loads of physique blows for its storage enterprise," he referred to. "Now Gartner has moved HP to the top in terms of storage seller imaginative and prescient, and almost equal with EMC and NetApp on execution. The Gartner Magic Quadrant has a large have an effect on in the marketplace, specially with commercial enterprise purchasers who're additionally Gartner consumers. HP has had difficulties with its storage method. So here's a large circulation for HP."
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HP used the ESSN sales kickoff to handle a number of decisions it made during the last year, equivalent to first asserting and then canceling plans to consider selling its very own techniques neighborhood (PSG), and become frank in assessing their impacts, solution suppliers stated.
Garrison talked about he saw HP executives definitely aligned with Whitman's new course after the outdated CEOs Mark Hurd and Leo Apotheker have been fired.
HP on the ESSN adventure was open and honest in regards to the blows it has been taking up the last 12 months, which is a huge change for the business, he observed. "earlier than, HP individuals advised us, oh, no, there's no difficulty," he referred to.
Garrison said it become additionally extraordinary to look how HP become distancing itself from a few of its pre-Whitman action.
"i used to be surprised how plenty they threw Hurd and Leo under the bus," he said. "a lot of HP people talked about they have been no longer happy with Hurd's lack of funding in the company, or the confusion that changed into considered beneath Leo."
HP additionally addressed Apotheker's controversial resolution to purchase U.k.-based commercial enterprise unstructured records management application developer Autonomy for $10 billion-plus.
rich 1st earl baldwin of bewdley, CIO and chief strategy officer at Nth technology Computing, a San Diego-based answer issuer and lengthy-time period HP associate, pointed out that HP's presentation of Autonomy on the experience convinced him to give it a close appear, mainly given the knowledge hardware and functions "drag" it offers companions.
"i'm seeing the light on the Autonomy acquisition," he pointed out. "It might have a huge attraction to their customers, and a robust drag on different elements of their enterprise. HP told us that the infrastructure drag is three to 5 times the cost of the application, whereas the services drag is two to four times. that is relatively gigantic. Unstructured facts is a big boom driver."
HP beneath Whitman additionally looks to have addressed serious morale issues, answer suppliers spoke of.
Baldwin pointed out he bumped into a few lengthy-time period HP americans at the adventure who pointed out they'd been considering of leaving the enterprise, however who now are staying. "HP looks to have figured out its morale concerns," he mentioned.
John Convery, government vice president of dealer family members and advertising at Denali advanced Integration, a Redmond, Wash.-based mostly solution issuer and HP companion, discovered the morale of HP's earnings groups extremely high on the adventure.
"everybody on the HP aspect and the companion aspect had been jazzed about new income compensation plans aimed at using revenue across all of the product lines," Convery said. "it's no longer direct sales vs. indirect sales. everybody is working together."
a few solution providers stated HP inspired its own personnel and its companions to be happy with working with HP and so as to add some "swagger" to their HP presentations.
Rauch mentioned HP has seen several changes within the ultimate couple years, and that Seidl used a part of his presentation to rebuild self belief within the company.
"no longer that it changed into dangerous," Rauch talked about. "but he advised us to exit, no longer arrogantly, however with self belief to the market."
HP's resolution to invite over 300 channel companions to what for other carriers can be strictly inner and secret conferences about sales innovations became via itself sweet information to answer providers who attended the kickoff.
Stanley Baldwin stated the experience drove domestic the thought that HP's approach is to have interaction the channel.
"It became a extremely effective adventure," he spoke of. "I came again motivated and excited. I spent the remaining few days explaining everything they mentioned to my earnings crew. and that i heard from HP americans that they need to are available and do extra account mapping with us. it's respectable to see how they are looking to get concerned."
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Garrison talked about that HP has certainly not been so open with so many partners because it turned into this 12 months.
"before, now not many companions went to the experience except they desired to spend $25,000 on anything like lanyards to sponsor the event," he noted.
For some solution suppliers, the kickoff turned into a chance to basically sponsor part of the adventure as a way to get enhanced publicity to the HP personnel who can make a difference within the relationship between the vendor and channel companions.
Convery stated Denali superior Integration subsidized a party at La Cave at the Wynn resort.
"We anticipated one hundred ESSN sales americans to come," Convery noted. "We ended up with over 200. They had been very happy with it."
Even for partners who didn't sponsor particular events, attendance turned into pretty costly. One HP solution issuer, speakme anonymously, said the base admission charge to the conference become $4,000.
Rauch spoke of it turned into a special way to hold a income kickoff.
"loads of companies have partner conferences," he referred to. "but there are only a few agencies that tell its companions, 'We want you aligned with us from day one. They want to be sure you get the identical application information as HP people get.'"
HP had a handful of solution providers ultimately yr's ESSN income kickoff, Rauch talked about. "but this year, it became tons larger than last year," he stated.
entry to some of HP's desirable executives comparable to Dave Donatelli, executive vice chairman and universal manager for the business's ESSN enterprise, and Randy Seidl, senior vp for Americas ESSN business, was an important draw to companions.
"The hospitality suites had been open from 6:00 pm to 1:00 am every nighttime," 1st earl baldwin of bewdley spoke of. "That made the HP execs very accessible to us. I talked to Donatelli and Seidl a few times that week."
while Whitman gave a are living keynote address all through the HP international income kickoff, she did not achieve this at the ESSN revenue kickoff.
despite the fact, in a video message proven on the ESSN income kickoff, a duplicate of which HP offered to CRN, Whitman thanked answer providers for his or her partnership with and help of HP.
"i do know that now they have been via some tough instances, however together, they are the strongest channel within the trade," Whitman stated. "HP is dedicated to working with you, and they see a lot of opportunity ahead."
Whitman referred to partners are the backbone for HP's shoppers. "With a portfolio that streches from the computer to the data core, and clients that span each market section and geography, they completely need their partners to win," she mentioned. "you are HP's advocates in your markets and along with your valued clientele. And they are desperate to have interaction with you, keep in mind more about your needs, and notice how they will aid each others' agencies grow."
Garrison, besides the fact that children, truly did get in to see Whitman live during the kickoff experience.
"I accidently entered the world account supervisor meeting with Meg," he mentioned. "She may still have had partners at that meeting. She turned into asserting the right issues."
With the new classes HP brought at the ESSN earnings kickoff, it turned into effortless to feel that now could be a good time to be an HP companion, Stanley Baldwin said.
"I've considered the pendulum swing back and forth with HP," he mentioned. "but it surely turned into incredible seeing Donatelli and Seidl on stage and hearing them engage channel partners in front of thousands of HP sales reps."