HP Doubles Down On Storage

But in June, HP was blasted for its new Fast-Track program aimed at helping its ProLiant server VARs to start selling its EVA 4100 enterprise storage array. Under the program, HP is identifying ProLiant solution providers whose clients need a more high-end solution than HP's MSA midrange and entry-level storage line. At the end of a six-month trial period, those partners are expected to go through the certification process in order to continue with the EVA. Several EVA solution providers familiar with the program told CRN off the record that the program rewards VARs that take on the EVA line without going through the investment in training and certification they experienced.

"HP is desperate," said one solution provider. "The program aims to recruit non-HP storage partners, or low-end storage partners, for its enterprise storage. They basically watch a 45-minute video, and they can then get certified within six months."

Another solution provider called the HP move a "kick in the teeth."

"We invested hundreds of thousands of dollars in training and sales teams," the solution provider said. "These new partners don't have to go through all that. They don't even know how to spell 'EVA.' They're getting deal registration, back-end rebates, the benefits I get without all the training we've gone through."

Ken Fletcher, owner of Quarterhorse, a New York-based HP ProLiant and MSA solution provider that entered the EVA Fast-Track program, said HP needs to target the storage space between the MSA and the EVA.

The EVA 4100 is a good play for customers with multiple servers or blade servers that have reached the limits of the MSA storage, but are still too small for many larger EVA solution providers, Fletcher said. "It's not an area they pay a rep to focus on," he said. "The entry-level EVA maybe costs $45,000 to $50,000, or only 25 percent more than the MSA. This allows HP to have a much better shot at this business."

However, even Fletcher acknowledged that the training he received was not adequate. For instance, he said the video centered on the EVA 4000, which one month later was upgraded to the EVA 4100. And it included competitive information that was less than up-to-date, he said.

Tom LaRocca, vice president of partner development programs in HP's Solutions Partner Organization, said that HP really wants storage growth in the ProLiant market and so is providing several of its ProLiant partners with training and storage technicians to help them.

"They just bring us the account," he said. "If there is no other partner in the account, we will help them sell it. Then, at the end of the six months, if they qualify for EVA, we will give them training and certification."

The goal of the program is about growth, LaRocca said. "We're trying to provide expertise and bring in new resellers," he said. "We're trying to provide opportunities for them to get involved in enterprise sales, and move them up the food chain."

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