HP Innovation Journal Issue 05: Winter 2016 | Page 12

PARTNER CORNER
HP Alliances
by J  ochen Erlach, Vice President & Head of Global SI Strategic Alliances, HP;
Greg Roberts, Managing Director and Partner, Accenture
“D
igital business transformation”
is the phrase of the moment, as
companies in every industry take
bold measures to stay competitive amidst
constant change. Technology innovations
have made the tools of reinvention and cre-
ation available to entrepreneurs and enter-
prise alike. The barriers to market entry are
low, and customer expectations are high.
The HP Channel Partner program has
itself been transformed, to help our cus-
tomers—and their customers—achieve
optimal business outcomes from technology
investments. Channel growth is shifting from
transactional (product-focused, commodity
priced) to contractual (everything as a ser-
vice, continuous maintenance and updating of
infrastructure. This is where HP and channel
partners can forge deeper, more valuable re-
lationships with customers, putting them on
a path to business transformation.
Increasingly, CEOs and CIOs are mea-
sured on innovation and business outcomes.
With the greater flexibility of “as-a-service”
HP and Global SI partners combine forces to create vast opportunity for new customer experiences and unprecedented
business outcomes.
models, they can be more innovative. They
can effect greater change in a shorter time
frame, leverage the latest hardware and apps,
go more mobile, produce more empowered
and productive employees.
HP’s Global SI Alliance program is the tip
of the spear for helping enterprise custom-
ers navigate business transformation. HP is
HP Channel sales migration
partnering with a select handful of global sys-
tems integrators in order to bring unmatched
technology and domain expertise to the table.
Together we’re helping enterprise custom-
ers navigate infrastructure complexity and
new solutions that carry high risk and high
reward. Currently, the Global SI Alliance is a
small percent of the total HP channel—but
increasing awareness and understanding of
transformation is expected to double that
business within two or three years.
Helping customers embrace
the new—with minimal pain
Transactional
• Value is in the box
• Commodity priced
• Some warranty service
Contractual
• “Everything” as a service
• Maintenance, updating
automatically occurs
• Shift from IT CAPEX to OPEX
• Deeper customer relationship,
more reliable spend
12 Innovation Journal · Issue 5 · Winter 2016
Transformational
•
•
•
•
Business process transformation
Supply chain is revamped
Culture and technology changes
Success measured in business
outcomes
New and intriguing point solutions come to
market that help us all imagine compelling
new customer experiences. One example
of this can be found in the retail experience.
Various technology providers offer expe-
riences today that hint at the future: sales
clerks with tablets that can be used as mo-
bile cashiers, or to check stock on the spot.