HP Partners: Palm Deal Spells Big End-To-End Opportunity

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Solution providers attending the HP Americas Partner conference this week said the $123 billion computer giant's $1.2 billion acquisition of Palm represents another big opportunity for HP and them in what has become one of the most explosive markets.

Partners said the deal is significant because it will allow them to provide a complete HP solution from the smartphone to the data center. HP is already going after Cisco in the networking market, IBM in the services market, and now is targeting Apple in the smartphone market, said HP partners. "They are going to take over the world," said Dean Cappellazzo, CEO of Bedrock Technology Partners, a fast growing HP partner headquartered in San Mateo, Calif.

"It's a huge opportunity to break into the phone market business," said Cappellazzo. "It's going to be interesting to see how they use it in both the business and home (markets)."

The key for solution providers may rest on HP's ability to bring business applications to the market for the Palm phones. "The apps that Apple has for the iPhone are for the individual," said Cappellazzo. "The key for HP is to take these Palm phones and use them for business and build apps around them. The bottom line is to make it as easy as possible for the client to make purchases."

Majdi "Mike" Daher, the founder of Denali Advanced Integration, a Redmond, Wash. HP partner, called the Palm deal a great acquisition that will provide more opportunities for all HP solution providers.

"This acquisition is all about going mobile and getting all devices connected," he said. "This completes the story. The acquisitions HP has been making are smart. It's fantastic for the partner community. They are completing the portfolio with great technology and enabling us to sell it in the field. Smartphones are where the world is going. This is a great platform for HP to go out and grow its market presence."

Daher said one of the reasons he sells HP is because of its broad and deep product portfolio. "We believe HP is positioned better than any other company out there because they have the scale, reach, sales force and technology," he said. "A deal like this enables us as partners to win with HP."

Dave Martel, vice president of Northeast sales for CAS Severn, a Manchester, N.H. HP partner, said the acquisition is another sign of HP's determination to provide a complete end-to-end IT solution. "We are doing a lot with EDI and thin clients so it marries the end point for us with HP," he said. "This gives HP an end point mobile device to complete the solution."


Next: Palm And Selling The Full HP Portfolio

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