HP Aims To Tear Into IBM With New SAP HANA Shark


HP is promising the new HP ConvergedSystem 500 for SAP HANA -- which includes server, storage, networking and software, all integrated and optimized for analytics and data warehouse workloads -- will be up and running for customers in as few as 15 days from ordering. That's a big breakthrough for customers used to waiting many months for an SAP tuned system.

HP is also rolling out HP ServiceGuard For SAP HANA,  a new business continuity service offering that provides automated failover for SAP HANA.

The HP SAP ConvergedSystem 500 is just the start of HP's SAP server share grab against IBM. HP is also in the process of an ambitious joint development effort with SAP referred to as  "Project Kraken," a new class of ConvergedSystem being co-developed by SAP and HP aimed at accelerating the HP ConvergedSystem performance gains for mission-critical SAP workloads, said Joyce. Project Kraken is expected to be available later this year.

"The HP ConvergedSystem 500 For SAP HANA is the tip of the iceberg," said Joyce. "Project Kraken is a new class of server that is going to get us to very, very large memory pool with up to 12 TBytes of data in a single memory pool. That's a huge amount of capacity for analytics."

The HP ConvergedSystem For SAP HANA represents what may be the most lucrative, high margin opportunity for solution providers looking to make the shift from selling pure infrastructure to business outcome application workloads by teaming with HP's ConvergedSystems unit, said Joyce.

Joyce, a long time channel proponent, has insisted that the ConvergedSystem Sharks be brought to market hand-in-hand with solution provider partners. HP is offering sales, technical and marketing support to both IBM and HP partners ready to commit to go to market with HP on the SAP HANA opportunity.

HP has implemented a channel-neutral compensation policy for HP's direct sales force and instituted strict rules of engagement to make sure partners are front and center in the SAP HANA march.

"Many regional VARs and local VARS don't have a good handle yet on how big this SAP HANA opportunity could potentially be," said Joyce. "There is a huge base of customers that are interested in this technology. Having an offering like ConvergedSystem for HANA is a door opener to get to SAP customers that needs to make a decision. Beyond a door opener, this is just a better way to do HANA."

Critical to HP's success in tackling the SAP HANA opportunity is the company's more than 10 years experience building systems to run SAP with more than 47,000 customers around the world and more than 150,000 employees inside HP with critical SAP skills, said Joyce. "We have a got a tremendous amount of SAP depth and expertise," he said. "SAP has bet the farm on HANA because they think it is that big, and we believe a substantial portion of our customer base is going to be making the move to HANA in some way."

NEXT: Higher Margins, Bigger Deals And More Service