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HP rolls out new channel strategy for software sales at HP GPC 2014

HP outlines four key channel plays in the Enterprise Group that use the company's software assets to propel HP hardware sales.

LAS VEGAS -- Last year at Hewlett-Packard Co.'s Global Partner Conference 2013, George Kadifa, executive vice president for HP Software, called the vendor's software products the company's hidden jewel because only a small percentage of partners sold HP software. Yesterday at the General Session on the opening day of HP GPC 2014 here, Kadifa and recently appointed Harry Gould, vice president for worldwide alliances and channels for HP's software field organization, addressed the 2,200 conference attendees on how far HP has progressed over the past 12 months and outlined four key channel plays in the Enterprise Group that use the company's software assets to propel HP hardware sales.

HP also talked about how it now goes to market in software across five different business units: Operations Management, Application Delivery Management, HP Security, HP Vertica and HP Autonomy.

The vendor's new strategic direction for its $4 billion business division is not only designed to bolster HP software sales but to grow business opportunities for HP partners, most of whom sell HP hardware.

The four channel plays related to software are:

Cloud and HP Converged System 700: "For the first time partners can provide an integrated solution with our cloud software -- with our converged infrastructure for cloud -- which is servers, storage and networking," Gould said. Partners can provide this solution as a hosted version or on-premises offering.

Big Data: The company previously announced and is rolling out ConvergedSystem for Vertica, a powerful hardware/software solution designed to address customers' big data needs.

"Today we're introducing this solution to our channel partners, especially hardware partners, who are looking for more margins and to increase their sales cycle," Gould said.

More specifically, he added that partners can make 25% to 40% higher margins selling the ConvergedSystem for Vertica as well as speed up the sales cycle by 33%. HP offers partner and developers a version of Vertica for free that they can download and use.

Security and HP networking hardware: Utilizing TippingPoint Next-Generation Firewall (NGFW), partners can go after an estimated total addressable market (TAM) of $9 billion. Gould also said that qualified lead demos result have a 70% closure rate.

Adaptive backup and recovery for big data management and optimization: This is an integrated solution that uses HP security software and 3PAR storage. "This offering allows for add-ons for partners such as HP Data Protector that can increase a deal size by one-third," Gould said.

Kadifa encouraged partners to toot the horn for HP software and offered a call to action to talk more to customers about HP software.

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