WASHINGTON, D.C. -- Hewlett-Packard Co. today is getting the ball rolling to line up partners around a new mobility...
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strategy program that the vendor is announcing in conjunction with Microsoft and Intel Corp. here at the Microsoft Worldwide Partner Conference 2014.
The new program for HP PartnerOne partners officially launches on Nov. 1.
While the collaborative campaign by the three vendors, dubbed Mobilize Your Business, is designed to raise business awareness about the importance of integrating mobility into the IT infrastructure and workplace, the program also provides a targeted portfolio of HP products with a partner ecosystem wrapped around it to deliver mobile workforce transformation products and services, according to Michael Park, vice president of strategy and product management for the Printing and Personal Systems (PPS) Group at HP.
"We believe that there's a bigger play for workforce transformational trends," Park said, noting that bring your own device is putting a lot of pressure on IT to manage a diversity of devices coming into the business, and that IT also faces challenges integrating applications developed over the past 20 years that were largely based on a PC ecosystem.
The products included in HP's portfolio for the Mobilize Your Business program are available today, such as HP's ElitePad 1000 and HP Pro Tablet 600; laptop-tablet hybrids, such as the HP Pro x2 612 and HP Pro x2 410; retail point-of-sale solutions, including the HP TX1 PoS and HP MX10 Retail Solution; and the complete HP Smart Jacket ecosystem for the ElitePad 100, according to the vendor.
Additionally, the portfolio includes office productivity and third-party apps; financing options; services for horizontal offerings; and industry-based products that cater to verticals such as education, healthcare, retail and hospitality, travel and transportation, and manufacturing and construction.
A lot of hardware is available today for the Mobilize Your Business program, but there will be additional product announcements coming over the course of the next year, according to Park.
The three vendors are currently designing elements of the new partner program, including training, sales and marketing resources, incentives and rebates. Those elements are expected to be rolled out to partners this summer.
Park said the mobility strategy program will require partners to obtain a specialized certification designed specifically for HP- and Microsoft-authorized resellers. Marketing support will include road shows, channel recruitment opportunities, internal training and customer engagement; and sales enablement will include access to HP sales plays, cross-selling resources and customer assessment support, he said.
For partners, the new program opportunity focuses on delivering mobile transformation products and services to SMB and enterprise customers with speed, convenience, choice and security, according to HP.
HP PPS partners, in particular, are well-positioned to capitalize on this new program, Park said, although he expects program adoption among PartnerOne partners to be broad. HP has about 200,000 PPS partners worldwide and 12,000 in North America.
Park said HP will design "solution-in-a-box" offerings for PPS partners that cater to the SMB market. The program will offer some training on the products, as well as training on how to have a mobility strategy conversation with customers.
"There's less consulting and systems integration work around this type of sale, but we expect to see partners deliver the solution and build their value-add around it," he said.
For enterprise accounts where IT requirements tend to be more complex, HP is building frameworks and basic templates for partners around how the pieces of a mobile transformation solution come together.
"The partner role in the enterprise is much more of a systems integration play," Park said.
He also noted that HP is working to identify what mobile transformation of a business means industry by industry. "We're trying to figure out how we work with key ISVs [independent software vendors] so we can bring HP hardware, support and solutions, and our partner ecosystem, around the ISV to help bring a mobility solution to that industry," he said.
The HP executive suggested HP partners use the time between now and the official launch of the program to gear up for the Mobilize Your Business program.
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