Whitman: Time Is Right For Partners To Pick HP As Primary Vendor


Hewlett-Packard CEO Meg Whitman Monday told several thousand of her top partners that the time is right for them to pick HP as their primary partner in the new style IT era.

"We see many of you reevaluating your vendor strategy for this new style of IT," said Whitman in her keynote address at the company's Global Partner Conference at the MGM Grand Arena. "While we get that this doesn’t mean moving to a single vendor, it does mean that you will need to pick a primary partner as the foundation for your new style of IT strategy. This will position you to better manage the complexity of a hybrid heterogeneous world."

[Related: HP Global Partner Conference: Top 10 PartnerOne Changes To Drive Partner Profitability]

Whitman told partners that winning in the New Style IT era means working with a vendor committed to partners to help "evolve your business to meet new customer needs and capture new profit pools."

"No other company can provide the connective tissue for companies transitioning to the new style of  IT," said Whitman interlocking her fingers to drive home the point in a call to action for partners to pick HP as their primary partner. "No other company has the strength and experience in hardware, software and services. You know what: We make it .We back it. And we service it. And we have you on our team. And that is what sets us apart."

Whitman said HP is the partner of "choice for the channel" to drive profitable growth today and into the future. "Together we will disrupt markets to create new opportunity and shift to selling business outcomes," she said.

The mood at the Partner Conference was upbeat with many partners eyeing sales growth and making deeper commitments to HP in the wake of a revamped PartnerOne program that partners are calling simpler, more predictable and more profitable.

Whitman, for her part, said a recent survey of over 1,500 partners had 90 percent of partners calling the new PartnerOne program superior. "Having worked with the channel for over two years, 90 percent of you never agree on anything," remarked Whitman.

"Strategic partners said improvement in predictability is more important while transactional partners preferred simplicity," said Whitman. "PartnerOne is both predictable and simple. The best of both worlds."

What's more, Whitman said more than 75 percent of HP Platinum partners said they plan to grow their business with HP by more than five percent in the current fiscal year. "How great is that?" asked Whitman to a round of applause.

NEXT: Partners See Big Sales Gains With HP


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