CRN Exclusive: HP's Top Lieutenants On The 2014 Game Plan

How are you getting infrastructure partners to drive software into the market?

Lots of value-added resellers see us as a hardware business. So what we are doing is saying, ‘Instead of you suddenly changing your whole business model to have a software personality, why don't we give you a value- add where we are putting software on top of the capabilities you have today?' That is why the Vertica appliance is very important. It sits on top of the Converged System 300 so whoever basically knows how to implement and install that can very quickly add some software on top of it. It is a one-price appliance vs. a combination of software and hardware pieces. 

-- Kadifa

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