HP has opened the services floodgates for partners with the launch of the ambitious new ServiceONE specialization, which gives HP's services partners the ability to offer a full suite of HP professional and consulting services.
The move is seen by partners as a major opportunity to capitalize on the market shift that has led to a service-focused IT ecosystem.
HP opening up more services opportunities for partners comes as new technologies like cloud computing create an environment where partners need to lead with services beyond the HP Care Pack Services. HP ServiceONE lets partners offer a host of services like cloud computing, data center design, support and maintenance. It also gives HP and its partners a leg up on competitors like Cisco and IBM that are mightily banging the services drum within their respective partner organizations.
"Partners need services for their financial health and to compete," said Ken Archer, vice present of channels and alliances for HP's Technology Services group in the Americas. With ServiceONE, HP said it is giving partners access to a broader spectrum of services capabilities that will increase their margin potential, give them annuity business opportunities and enable them to go after more clients while also participating in the installation and implementation.
Archer said the services engagements extend partner portfolios and compliment their strategy. With the ServiceONE program, which will launch as part of HP's PartnerONE program Nov. 1, partners can go into services deals with HP-branded services, co-branded services or to let HP into partner-branded services -- all as part of HP's Always On Support initiative.
ASI System Integration, one of HP’s top enterprise partners, which has a $3.5 million technology and proof of concept lab in its New York City headquarters, is investing heavily in the HP ServiceONE partnership and even plans to build an HP Cloud Center of Excellence, said Mark Romanowski, executive vice president of ASI System Integration.
"This is the most comprehensive services program I have seen in 35 years in this business," said Romanowski. "I know of no other vendor that has shown me in writing a road map and a services program that truly takes on the entire services lifecycle, lifecycle sales, lifecycle delivery and an enhanced services partnership that allows us to grow services profits and revenue."
Pat O'Connor, director of business development for remarketed services at Solon, Ohio-based solution provider Agilysys, said HP taking a services-first approach with ServiceONE and bringing partners into the fold jibes with partners' need to boost their services engagements and ensure they can tackle customer needs.
"Agilysys has taken the approach that services are very important and IT in its simplicity has become more complex," O'Connor said in an interview. With ServiceONE, HP recognized that both it and its partners need to join forces to tackle customer services requirements.
"They need to have a more collaborative relationship with the channel," O'Connor said. "This puts the seal of approval on this collaborative services environment."
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