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How will you position HP against the VCE coalition?
We will make the positioning very, very clear. Our channel partners will have a very clear understanding of what the strengths of our positioning is. So that will be made totally transparent to them. I think there will be a certain number of programs that we will build to support them.
I will give you one example. We haven't talked about this yet. But just pick something that is usually not top of mind when we talk about these things. I happen to believe it is a huge opportunity. So we announced what we are doing with WebOS on February 9. And if you listened carefully to the presentation we talked a lot about ecosystems. An ecosystem is not just consumer driven or fun apps, an ecosystem can also be enterprise or business apps. I would be delighted to see channel partners of HP who have some logical expertise or whatever bring some of their knowledge and create vertical mobile apps for WebOS. That would be really cool!
There is a whole program that is structured for that. People know what it is we are going to do for them. And that is just one example. Usually we don't think about that because we are still mentally in the client/server world. Now one shouldn't generalize. You see when you talk about the channel of HP it is such a broad channel that one has to be careful in qualifying them in broad categories.
One of the things you could say is for those partners that have an interest in that instead of servicing a small number of customers with some particular business knowledge, turn that into an ISV [Independent Software Vendor] or small ISV and if you do this you might as well embrace the latest, greatest technology which is WebOS and enable it for the mobile world. That would be really smart. And as I said early on that would be the kind of a situation where actually HP would not only be asking our channel partners to resell our stuff. In this case with the WebOS ecosystem we would be selling their stuff so to speak.
The call to action for partners then is a call for innovation from the partners. What is your channel vision?
My channel vision is to turn the partners into a proactive force that innovates business models, go to market models, service models, where we all share the overriding objective to make the channel and HP to truly delight our customers.
Next: Transforming Partner Business Models
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