HP Power Outing: 25 Scenes From APC 2010
The Power of APC 2010
Hewlett-Packard held its biannual HP Americas Partner Conference (APC) April 26-29 at the brand new Aria hotel and casino in Las Vegas. The Palo Alto, Calif.-based computing giant hosted some 1,400 channel partners from the U.S., Canada and Latin America at APC 2010, where HP CEO Mark Hurd and other top HP executives addressed key HP channel business issues of the day. Here's an up-close look at all the key moments from APC 2010.
Hurd Takes The Stage
HP CEO Mark Hurd speaks in front of a packed audience during his morning keynote at APC 2010. "Our channel share is growing and our channel partners are more profitable with our product lines than they've ever been before," said Hurd, who followed his keynote with a lengthy question-and-answer session from some 1,400 HP channel partners in attendance. "HP will continue to invest in channel partners to increase partner profitability across our portfolio."
Going After Cisco
Hurd didn't shy away from addressing a topic that's had the channel buzzing in recent months -- the growing battle between HP and Cisco for data center supremacy. Here, the HP CEO uses some simple visuals during his APC 2010 keynote to illustrate a key message -- there's a major gap in gross margins for PCs (11 percent), servers (34 percent), storage systems (48 percent) and networking hardware (80 percent). Those eighty percent Cisco margins, of course, are what HP is targeting with its no holds barred assault on the networking business fueled by its $2.7 billion acquisition of 3Com.
The Addressable Market
Hurd spent an hour speaking with partners on Day Two of APC 2010, confiding that for all the success HP and its channel partners have had in the U.S. market, they're simply not getting in front of enough potential customers. "I need your help. We're underrepresented in the U.S.," Hurd said. "Our win rate is too high. Now you don't hear that too often. Because our proposal rate is too low. We have to be able to bid on the whole market."
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Channel Man
HP's Stephen DiFranco addresses partners during APC 2010. HP used the conference spotlight to highlight some key changes to its flagship channel partner program, HP PartnerONE, including a new Healthcare Elite partner track, the expansion of its SMB Elite track to more partners, and new PartnerONE credits for selling HP imaging and printing supplies.
"We make changes to the PartnerONE program based on a balance between partner feedback and market conditions," said DiFranco, vice president and general manager of HP's Solution Partners Organization -- Americas. "Today's enhancements were developed to help partners accelerate growth in hot markets and provide them with a distinct business advantage."
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I'm With The Band
HP spared no expense for APC 2010. Keynoters were introduced by a live band, leading HP channel chief DiFranco to quip, "How great would it be if they did that every time I walked into the office."
Ann With A Plan
Ann Livermore, executive vice president of HP's Enterprise Business, addresses HP partners during APC 2010.
Taking Bigger Share In The Market
Todd Bradley, the executive vice president of HP's Personal Systems Group, a $42 billion business, told HP partners: "We win together. We only win if all of you win." Bradley also told partners to press hard to take advantage of a major PC refresh.
Got The Blues
An APC attendee is pulled from the audience by the Blue Man Group and made part of the show during the opening ceremony at APC 2010.
Stunning Athleticism
A pair of gymnasts open the day's events at APC 2010, where there was never any shortage of spectacle to complement breakout sessions and business meetings.
HP's Charged Up Sales Chief
Randy Seidl, HP's senior vice president of the Americas, Enterprise Servers, Storage and Networking (ESSN), is leading the sales charge to make sure that HP and its partners show up to compete against Cisco for every networking deal. Talk about eating Cisco's lunch -- the no-nonsense sales boss predicts that a year from now, "Cisco UCS is dead and we have had phenomenal market share growth in the networking space. And customers are thrilled and partners are making a lot of money." Go Randy go!
NWN's Dynamic Duo
NWN, a Waltham, Mass.-based solution provider whose mantra is "It's All About The Customers," is one of the most respected solution providers in the country. Here NWN Managing Director Dr. Jane Linder, left, and NWN President and CEO Mont Phelps take time out from the days and nights of long meetings for a photo in front of one of the Aria Hotel lounges.
Denali Reporting For Service
Denali Advanced Integration of Redmond, Wash., one of HP's fastest growing partners, received the prestigious Power of Technology in Community Innovation award at APC 2010. Here Denali sales superstars, left to right, Tom Boatright, Jason Hepp and John Convery take a break from winning deals to enjoy a private concert by indie rockers Smash Mouth which was sponsored by HP, Emulex and Avnet.
Scoring Touchdowns For HP
Rick Chernick, a member of the Green Bay Packers board of directors and the CEO of Camera Corner Connecting Point in Green Bay, Wisc., is one of HP's top partners. Here Chernick, whose company dominates the Green Bay IT solutions market, signals a touchdown for HP just before the kick off of the Americas Partner Conference.
CEO Power Partners
Rick Chernick, the CEO of Camera Corner Connecting Point in Green Bay, Wisc., left, and Greg Spierkel, the CEO of $29 billion distribution giant Ingram Micro, one of HP's largest channel partners, share a CEO power partner moment before HP CEO Mark Hurd addresses the conference. Chernick is a member of Ingram Micro's VentureTech VAR community.
A Texas-Sized HP Partner
There is no bigger and more respected HP partner in Houston, Tex. than Computex. Here Sam Haffar, president and Co-CEO of Computex, which has some of the top technical talent in the country, takes time out from the Americas Partner Conference Festivities to share a moment with Everything Channel Vice President and Editorial Director Kelley Damore.
Elegant Array Of Eats
It wasn't all business at APC 2010 -- in addition to having plenty to learn and plenty of networking, HP's premier channel partner conference had some pretty good eats.
Sometimes A Cigar, Etc.
Some of APC 2010's biggest showstoppers came courtesy of Emulex, a leading vendor of converged networking solutions for the data center.
Hey, Stella!
Ahh, the journalist's best friend -- a bartender with a nice, cold beer during APC 2010's Partner Showcase.
A Job Well Done
Stephen DiFranco, vice president and general manager of HP's Solution Partners Organization (SPO), Americas, center, and the master of ceremonies for APC 2010 is flanked by his PartnerOne chief Tom LaRocca, right and the amazing Jennifer Pointer, the driving force who pulled together so many of the conference details. DiFranco singled out Pointer during the Partner Awards ceremony and presented her with roses.
Confidence Breeds Confidence
Dan Schwab, Co-CEO of major HP distribution partner D&H Distributing, said he is impressed by HP's strong channel commitment. "Clearly they are incredibly channel focused," he said. "That message comes through from the top to the bottom of the organization. They are able to engender very strong loyalty from their channel base." That's because HP partners have "confidence" in their channel partnership with HP, said Schwab.
Ready For Business
HP had its latest commercial-class PC towers, notebooks and all-in-one desktops on display during the Partner Showcase at APC 2010.
Hit The Road, Jack
Gregg Bonfiglio of HP, left, and a pal give the thumbs up during the Partner Showcase at APC 2010 as the late Ray Charles provides some ambience.
Hey Buddy!
Everything Channel's own Emissary of Energy Steve Burke, left, with NWN President and CEO Mont Phelps share a laugh during APC 2010 at the Aria Hotel in Las Vegas.
Rock The House
HP partners get their groove on courtesy of HP, Emulex and Avnet, who sponsored a private concert by indie rockers Smash Mouth at APC 2010.
Viva Las Vegas!
APC 2010 was capped off by a visit from the King himself -- or a dynamic facsimile at least, as HP partners were thrilled by the final night's entertainment, the incredible Viva Elvis show by Cirque du Soleil.