Leading The Everything as a Service Revolution
HP CEO Dion Weisler says the company's big bet on everything as a service, including a growing device as a service sales pipeline, is starting to pay off.
"It is our fastest growing pipeline," Weisler told CRN in an interview at HP's Executive Forum 2017 at the Boca Raton Resort & Club this week. "If you go onto our CRM system and you look up the funnel by segment – as a service of all flavors is the fastest growing pipeline we have. In print services now, partner-led managed print services is our fastest growing portfolio. That is extending itself to PCs as well. The data is there. The momentum is there. The funnel is there."
Over the last year, HP increased the percentage of total sales going through its partners from 80 percent to 87 percent of its $48.2 billion in annual sales. "We have moved more than $3.3 billion from a direct motion to the channel," said Weisler. "We are not a channel-first company. We are a channel-led company."
HP is investing $1 billion per year in channel incentives, enablement and training. "The more you invest in us, the more we will invest in you," Weisler told several hundred top partners at the Executive Forum.
Weisler spoke with CRN about HP's channel charge, including the everything as a service channel shift, the A3 printer copier replacement offensive, the wildly successful Sprocket Printer and the possibility of a security acquisition.