By TerryAnn Fitzgerald, SMB Solutions Marketing Manager, HP Networking
A few weeks ago, Monique Lucey, Kevin Secino and I had the pleasure of attending the first-ever HP Global Partner Conference in Las Vegas. While there we had the opportunity to speak with a number of partners before and after the sessions, during meals and breaks and in the booth. To say it was re-energizing would be an understatement!
Some of the partners we met were just beginning to sell HP Networking solutions while others were already on that path. Some were very large partners; others ran solo operations using contract employees as needed. No matter where they were in their journey, it was clear that they were excited by HP’s approach to networking and the opportunity it presented to grow their businesses.
In conversation after conversation, partners focused on HP Networking’s broad portfolio. They felt this was a key part of building their business – the ability to design solutions for all types and sizes of customers. They also highlighted the performance and quality of the products. With HP, they felt they were well positioned to deliver highly reliable networking solutions at a great price point that ultimately helps them to win customer trust and loyalty – and repeat business.
HP Networking sessions
The HP Networking team presented two topics over five sessions that were well attended and highly interactive. The first topic was “Myth of the Single Vendor Network” presented by Mike Banic, vice president, HP Networking Global Marketing. Using independent, third-party research, Banic dispelled the notion that introducing a second vendor into the network creates complexity and higher TCO. He highlighted research that proves companies are able to reduce complexity and lower their costs without increasing staff.
John Kissane, vice president, global accounts, HP Networking, presented “Compelling Events to Seize Network Opportunities.” This session was designed to help partners understand the five key trends that are shaking up the networking industry. They learned about new approaches to networking that will help their customers meet these challenges head on and position their organizations for growth and success.
In the HP Networking booths
Mobility was the key topic in both the education and healthcare booths. Partners told us that they are seeing strong demand from their customers and are looking to HP networking to support these WLAN deployment efforts.
In the education booth, Monique spoke with partners from around the globe. One partner indicated that he has been very successful getting his client base to switch to HP networking solutions based on the proven combination of reliability, quality and cost.
Kevin Secino manned the healthcare booth. He consistently heard comments about HP Networking’s ability to deliver flexibility and more choices vs. competitors. The partners are pleased with the fact that HP is influencing network market changes that benefit both their business and their customers’ organizations.
More Global Partner Conference highlights
The theme of the conference was “Multiply the Opportunities.” Each day began with a keynote about ways to connect, ways to build relationships - with customers, other partners and HP – to become trusted customer advisors and build their business.
Each business unit had the opportunity to showcase new products and innovations being announced that week or rolled out in the coming months. It was easy to see that the business unit leads were genuinely excited to be there and share with the partners.
We’re all back home, tackling to our day-to-day responsibilities. But we’re left with a new appreciation for our partners. It was highly educational to hear about their experiences in building their own businesses and understand how we can help. To see HP through the eyes of our partners and to hear that they believe in our products and our approach as much as we do was an incredible experience and we’d like to thank our partners for the work they do each and every day.
Be sure to be on the lookout for exciting new channel-focused programs and initiatives in FY12.