HP is "accelerating" its push to offer new investment solutions to drive new-style IT purchases, said Gerri Gold, vice president of global sales, business development and asset management services at HP Financial Services. She said the new options are based on comprehensive feedback from customers over the past year.
"We know the biggest inhibitor to transitioning to the new style of IT is how customers can do it with the budgets that they have available," she said.
HP is aggressively educating its partners on just how critical financing is in helping them close deals faster and at higher margin, said Gold.
"What we are all about is helping our channel partners bring something unique and different to their customers much earlier in the selling cycle so they are not relegated to selling a product at the lowest price," she said. "That is not a sustainable model in this new style of IT."
HP also rolled out what it is calling a "complete transparency" pledge aimed at building trust with customers as they enter into financing options to upgrade their IT environments. "This sets a clear standard for what customers can expect from us," said Gold of the transparency pledge. "What we want to do is make customers feel very confident they don't need to be concerned [about unexpected charges]."
Lee Eberding, director of marketing and business for HP Financial Services with 10 years of experience in channel financing, said the new financing options are making it palatable for customers to make the move to new-style cloud-based solutions.
"Everybody knows they need to move to more of a cloud-based environment but yet a majority of companies out there continue to pay cash for assets and build data centers," he said. "You can see it in people's eyes -- they know they are doing the wrong thing but they are not sure what else to do because that is what they have always done. These offers help them move either gradually or very aggressively to the new style of IT."
PUBLISHED DEC. 6, 2013