What Partners Need to Know About HP, Inc.

 
 
By Mike Vizard  |  Posted 2017-12-05 Email
 
 
 
 
 
 
 
 
 
  • Previous
    What Partners Need to Know About HP, Inc.
    Next

    What Partners Need to Know About HP, Inc.

    A resurgent HP, Inc. wants the channel to transform. Instead of focusing on transactional sales, HP is now encouraging partners to establish more contractual relationships with customers that deliver IT as a service.
  • Previous
    HP Hits the Comeback Trail
    Next

    HP Hits the Comeback Trail

    HP, Inc. grew revenues 11 percent in the third quarter year over year. Personal Systems net revenue was up 12 percent year over year. Total units were up 7 percent with notebooks units up 12 percent and desktops units down 3 percent. Printing net revenue was up 6 percent year over year. HP's printer business also grew in the last two quarters for the first time in years. HP generated $1.7 billion in free cash flow for the quarter.
  • Previous
    HP Partners Benefit
    Next

    HP Partners Benefit

    HP paid out over $1 billion to partners last year. In addition, HP has trained over 15,000 account managers and certified engineers. HP has 200,000 global partners. HP says about two-thirds of the partners are actively participating in driving new revenue streams.
  • Previous
    HP University Opens
    Next

    HP University Opens

    HP is investing in sales training to enable partners to sell contractual services ranging from a HP device-as-a-service (DaaS) offering to traditional managed print services. HP expects partners will use market development funds to pay for training.
  • Previous
    HP Bets on Device-as-a-Service
    Next

    HP Bets on Device-as-a-Service

    DaaS has been forecasted to be a $10 billion market by 2022. HP already has 600 partners participating in reselling its DaaS offering, which today spans Windows, Apple iOS and Google Android devices. Additional operating systems will be added in the future.
  • Previous
    Digital Office Opens for Business
    Next

    Digital Office Opens for Business

    HP sees a significant opportunity in 2018 to transform the office experience using software applications such as HP PhoneWise, an application that allows mobile text messages sent to a smartphone to appear on a PC screen, and HP Roam, a mobile application that enables end users to print almost anywhere they are authorized.
  • Previous
    Augmented and Virtual Reality Come This Way
    Next

    Augmented and Virtual Reality Come This Way

    HP in 2018 views offerings such as the VR Backpack as an opportunity to drive up usage of higher-end notebooks, desktops and workstations across several vertical industries.
  • Previous
    Security as a Differentiator
    Next

    Security as a Differentiator

    HP says requests for quotes from customers increasingly include a requirement to build security software into the device. HP includes its own secure BIOS with its PCs and is expecting partners to increase the number of security certifications they hold.
  • Previous
    HP 3D Printing Is a New Channel
    Next

    HP 3D Printing Is a New Channel

    Most existing HP partners don't have the expertise required to sell 3D printers as a manufacturing alternative to injection molding. HP is actively recruiting new channel partners to resell its 3D printers.
 

In the channel, HP, Inc. is a storied vendor that has relationships in the channel that go back decades, So after a few troubling years and being spun off from Hewlett-Packard Enterprise (HPE), there are a lot of partners benefiting from HP. But as significant as that turnaround might be for both HP and its partners, HP is making it clear that business as usual in the channel is no longer acceptable. Instead of focusing on transactional sales, HP is now encouraging partners to establish more contractual relationships with customers that deliver IT as a service. It's not apparent just yet how many partners can make that transition. Many customers themselves are not prepared to give up control of the management of their IT environment. But in time, HP is betting that as the notion of the digital office takes hold, more organizations will conclude that they are better off letting a vendor manage as many of their devices as possible. That shift may put HP in conflict with some managed service providers (MSPs) that already offer similar services. But HP contends that many of those same MSPs will ultimately find it more profitable to resell a service from HP versus continuing to invest their own capital in a custom MSP environment.

 
 
 
 
 
 
Mike Vizard Mike has more than 25 years of experience covering IT issues in a career that includes serving as Director of Strategic Content and Editorial Director for Ziff-Davis Enterprise, which publishes eWeek, Baseline and CIO Insight. Vizard has also served as the Editor-in-Chief of CRN and InfoWorld. In addition, he served as a senior editor with PC Week, ComputerWorld and Digital Review.
 
 
 
 
 
 

Submit a Comment

Loading Comments...
 
























 
 
 
 
 
 
 
 
 
Thanks for your registration, follow us on our social networks to keep up-to-date