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Cisco, HP, HPE, Dell And Lenovo: As A Service Takes ‘Risk’ Off Partners

Top executives from Cisco, HP, HPE, Dell Technologies and Lenovo discuss taking on more risk and liability for channel partners as more customers seek to consume IT as a service.

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Gary Simms

HP Inc.

VP, Head of Americas Channel Programs, Enablement

As we get DaaS [Device as a Service] more broadly situated within our account base, we now have customers saying, ‘OK, we have that on the HP product, but we have a multivendor environment.’ As much as we'd want them to buy just all HP, that's not the case with most of the customers, especially big customers. I mean they'll have a very mixed environment in terms of hardware and operating systems. So they might have Apple, they have Android, and they have Windows [so they say], ‘OK, HP, what can you do to really bring that all together?’ And our DaaS now brings all of those different pieces together so they don't have to have transactional here and contractual here. Now you can do it all under one contract, one centralized agreement. I want to make sure that the partner community knows that we have that offering and that capability to offer managing PCs, mobile devices, Apple, Android, Windows—all within the DaaS environment. But that's what customers need, right? I think that's just part of the evolution of as a service evolving.

CRN: What’s the big difference between as a service and a leasing model?

With leasing, you're going to have a very specific and different lease for hardware, for software and for services typically. But rarely do you have [the capability] like in as a service where you can have it all in a central billing under one lease. And that's the way traditionally customers have done their leases. They'll have a lease for PCs, they'll have one lease for printers, a lease for the data center stuff, etc. So having an as-a-service agreement with centralized billing and having the warranty that's all within the same kind of terms and conditions brings a lot of value and efficiency to a customer.

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