If anybody had doubts that Hewlett-Packard wants to go after small business dollars in a big way, the computing giant made that intention clear Monday with the introduction of a slew of new products and services aimed at SMBs.
"In terms of the SMB opportunity, we think the total addressable market for HP solutions in the United States is $55 billion," said Stephen DeWitt, vice president and general manager of HP's Personal Systems Group (PSG) " Americas, speaking at a press briefing in Cupertino, Calif.
DeWitt, who is also HP's interim channel chief for the Americas while the Palo Alto, Calif.-based company searches for a replacement for the recently departed Adrian Jones, stressed HP channel partner involvement in the rollout of the vendor's expanded Total Care offering for SMBs.
The company's Solution Provider Organization (SPO) introduced an HP SMB Elite designation for channel partners with track records serving SMBs back in March.
Products introduced Monday spanned HP's broad business portfolio and included new desktop PCs and thin-client solutions, servers, storage devices and print services. HP also punched up its HP Access program with benefits and rebates available to SMBs purchasing HP hardware, including the availability of $2,000 in straight rebates and $1,000 towards software and service offers.
DeWitt's own business unit was responsible for several new offerings in HP's client PC portfolio, including three new HP Pro 3000 series business desktops and the HP Thin Clients that are now being bundled with entry-level HP ProLiant G6 servers and Microsoft Windows Server 2008 R2 to deliver virtualized desktop environments to SMBs. There are three SMB Virtualization bundles, with the cheapest starting at $3,500.
"Virtualization is really driving down into the midmarket," said Brian Burch, director of SMB marketing in HP's PSG " Americas unit.
According to DeWitt, virtualized desktop technology was too "complicated" and unproven for SMBs until recently.
But with new, easier-to-install technology and the potential of an economic recovery in 2010 driving an anticipated large-scale commercial IT refresh, that's about to change, DeWitt contended.
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