HP Making Security Push Heading Into Discover Event


Hewlett Packard executives are emphasizing data security headed into the company's annual Discover user conference next week, pushing managed service providers to drive more sales into small and midsize businesses.

Executives leading HP's channel activities say they are reaching out to 20-50 MSPs globally to fuel growth in the company's Fortify On Demand, ArcSight and TippingPoint lines, all part of the company's Enterprise Security Products business unit. The company balances a hybrid sales approach, under a go-to-market strategy that drives security deals of $100,000 or less delivered through the channel.

The Palo Alto, Calif.-based company has funded additional channel headcount within the company's top resellers and systems integrators, and is increasing marketing and development funds to showcase its security portfolio, said Rick Hanson, vice president of global sales and field operations at HP Enterprise Security. Hanson, who oversees a global direct sales team of about 650 people, said the growth in the mid-market is essential while the direct sales force works on larger deals. For example, some of the biggest deals in big data, according to Hanson, are with enterprises in the retail, pharmaceutical and financial sectors are using HP's IDOL Autonomy engine in collaboration with Arcsight and Vertica to tap into unstructured data and business analytics systems and find relationships. Security is very much part of big data business intelligence initiatives, Hanson said.

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"It's important for us to send the message that HP is not only a security product company but also a security consultative [company], thought leadership company," Hanson said. 

The company's challenge has been to extend its reach into different market segments by leveraging both direct and channel led sales that work together, said Eli J. Kalil, vice president of HP Enterprise Security global sales channels.  The direct sales team is incentivized to drive leads into HP's managed services program, Kalil said.

"We want to build an MSSP [managed security services provider] business that is partner led not HP-led," Kalil said. "Compensation is huge with the roll out of this program and we're getting close to a solution so that our direct sales guys and the MSSP program will be alignment with our partners and they will support and drive its success."

Much of the activity involves getting back the visibility that HP used to have with security, said William Loupakos, senior vice president at Arlington Heights, Ill.-based American Digital.  Loupakos, whose firm has been selling HP enterprise server storage, networking and security for 20 years, said the company has brought together all of its security units so partners only have to work with one rep for its products.

"We never had so much great access and support from HP as we've had today," Loupakos said. "Our pipeline is growing dramatically because of that and because we've gone all-in." 

NEXT: Balancing Direct, Indirect Sales Against Strong Competitors