Hewlett-Packard is in discussions to extend reseller agreements with solution provider behemoths SHI International Corp. and CDW to cover HP's public cloud offering.
The two agreements would put HP's public cloud offering into the hands of thousands of sales reps with established relationships with some of the largest enterprise accounts. CDW is No. 10 on the SP500 with $10 billion in annual sales, while SHI is No. 19 on the SP500 with $5 billion in annual sales.
Richard Place, general manager of cloud services for SHI, Somerset, N.J., said he sees the HP public cloud as a Fortune 500-class offering with the potential to reshape the cloud services marketplace.
"When they enter a market, they tend to get it right," said Place of HP. "And they in essence make their own weapons so they don't have to buy products from somebody else. They make it themselves. That adds a very interesting dynamic into the marketplace. They are one of the few companies in the cloud services business that makes their own computers. I would think that is a competitive advantage.
"If HP takes advantage of that feature set they have built into their products, they should have superior manageability and security and all those things that go along with their server, storage and networking products," said Place. "That is huge. That could add a very interesting dynamic to the cloud landscape. If HP gets it right, it is going to be very interesting."
Place said he is very pleased with the profitability of the HP public cloud partner program. "We have seen HP be very aggressive with regard to their partner program," he said. "They probably have one of the most lucrative partner programs with regard to investing resources and providing assistance and training on how we go to market."
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