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Overall, Archer said, the goal is to give partners a wider breadth of offerings and enable them to go into a client with end-to-end product and services play.
"There's never a situation where they'll have to say 'no' to a customer," he said.
HP's launching the ServiceONE program in the midst of a restructuring by HP CEO Leo Apotheker aimed at driving higher-margin, technology services sales growth. As part of that transformation, HP has launched a search for an executive vice president of enterprise services reporting directly to Apotheker, and HP combined its Technology Services group with its successful Enterprise Servers, Storage and Networking (ESSN) business.
The services charge comes more than three years after HP spent a whopping $13.9 billion to acquire services giant Electronic Data Systems (EDS) in a deal that was aimed at going head to head with the likes of IBM Global Services.
The EDS services unit is "still trying to learn what the channel is all about," said one top HP solution provider partner, who did not want to be identified. "They don't really know the channel. They have $3 billion deals and think they can do it all themselves. There is a lot of transformation going on within EDS with regard to how they look at channel partners and how they subcontract work. EDS was doing a lot of subcontracting to players that were not channel friendly or even HP friendly. Now they are pulling that back and streamlining that subcontracting work so maybe the channel and HP can benefit from it."
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