HP Equips Channel Partners for Cloud Push

Vendor provides tools for partners to develop cloud skills, evolve business models, open demo centers, build practices.

Hewlett-Packard Co. last week offered its channel partners a new program to build cloud computing practices and glean sales from a market opportunity it said will exceed $140 million in the next two years.

The vendor detailed the program, entitled the HP CloudSystem Partner Program, at its HP Americas Partner Conference in Las Vegas, NV. The initiative’s name references the vendor’s CloudSystem portfolio, a collection of technologies to enable partners to deliver cloud services in private, public and hybrid settings.

The program features what HP is calling Cloud Centers of Excellence or vehicles for partners to construct cloud demonstration facilities based on HP’s infrastructure, a cloud enablement program, training, incentives through HP’s PartnerOne program and cloud professional services, all designed to help partners build skills to construct a cloud practice.

“Our partners play a strategic role in building and delivering cloud solutions for customers,” said Frank Rauch, HP vice president, Channel Sales, Enterprise Servers, Storage and Networking.

“Working with HP, channel partners can quickly build cloud practices today and develop new business models that take advantage of the massive cloud opportunity moving forward,” he said.

The Cloud Centers of Excellence, of which 20 are planned with channel partners, use as a foundation HP’s Converged Infrastructure Architecture and its Cloud Service Automation software to serve as guidelines for building and managing cloud services in private, public and hybrid environments, officials said.

Partners also can augment their demonstration capabilities with HP’s TippingPoint security products and its 3Par cloud storage solutions, the company said.

More partner services for cloud implementations

In addition, cloud-focused channel partners will have HP’s Cloud Maps, a set of tested configurations for applications such as Microsoft Corp.’s Exchange that can be imported into CloudSystem to construct a catalog of cloud services for business clients.

HP said that it intends to solicit input from channel partners to widen the CloudSystem community for sharing and selling Cloud Map services.

The vendor also is offering channel partners three services to improve their understanding of cloud computing. Cloud Discovery Workshops for partners are one-day sessions providing education, recommendations and tactical steps on cloud service delivery, offered in addition to Cloud Roadmap and Cloud Design consulting services.

One HP Platinum Business partner, AdviseX Technologies LLC, an Independence, OH-based solution provider of IT infrastructure solutions, praised the new Cloud Centers of Excellence.

“The Cloud Center of Excellence gives customers insight into the benefits of cloud, such as accelerated service delivery and operational efficiency,” said Marc Sarazin, AdviseX executive vice president, sales and marketing.

“As a result, we are able to play a strategic role in helping customers transform their business, increase revenue streams and expand opportunities in new areas,” he said.

TAGS: cloud computing,hewlett-packard,channel partners,Cloudsystem,PartnerOne

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