HP Aims To Extend Reseller Pacts With SHI, CDW For Public Cloud


HP is in early phase of discussions with SHI and CDW to resell the HP public cloud service, said Janette Hausler, manager partner, marketing and market communications for HP Public Cloud Services.

Under the HP reseller program, partners like SHI and CDW would be able to do the billing and maintain the customer account relationship for the HP Public Cloud service. The program provides an "up front benefit" that provides incremental margin along with the opportunity for partners to bundle the cloud service as part of an overall service offering, said Hausler. "We recognize that this is about creating the right incentives for our partners," she said.

The HP public cloud is built on HP's own converged infrastructure with enterprise-grade security and an OpenStack foundation aimed at ensuring customers can avoid "vendor lock in," said Hausler. The HP Public Cloud offering also features phone, email and chat support 24 hour a day, seven day a week, 365 days a year.

For his part, SHI's Place, whose company offers a wide array of cloud services including its own public cloud, VMware vCloud Hybrid Service, Microsoft Azure and Amazon Web Services, said although there are a wide variety of choices for customers, he expects HP to be successful in the public cloud market.

"HP is a top-notch company," he said. "I would expect their cloud service to be top notch just like their products. They have been very, very successful. Our expectation is their cloud service is going to be successful in the marketplace."

One of the advantages of teaming with SHI, said Place, is the tight, long-term relationships its sales reps have with customers. "A lot of companies today churn their sales force," he said. "I don't understand it. We have account execs who have been covering accounts for over 17 years. Those are deep relationships. They understand how those companies work. It's a huge benefit."

Stephen Braat, senior director and general manager cloud and managed services for CDW, said in a prepared statement that the HP Public Cloud offerings expands the "breadth and depth" of CDW's offerings. "Cloud computing doesn't just change IT delivery, cloud changes how businesses use IT to drive growth and innovation," he said. "Customers engage CDW to navigate cloud adoption because they trust that we have the experience, know-how and reach to deliver IT and business outcomes. In turn, we trust partners like HP. The new HP Cloud Services partner program connects CDW to HP's Converged Cloud, expanding the breadth and depth of our offerings, and thereby enabling us to deliver enterprise-grade cloud solutions to customers."

PUBLISHED SEPT. 6, 2013


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