Since setting up shop as an independent e-business infrastructure solution provider in November last year, Cornastone has cemented its relationship with HP South Africa and is actively pursuing business in the private and public sectors.
Both vendor and partner are positive about business already won in the markets in which they are strong, namely manufacturing and retail. Initial sales figures indicate that more R40 million worth of enterprise projects has been generated through these channels since Cornastone`s inception. The real untapped potential lies in the government, public sector, financial and telecommunications spaces, though.
This strategic update came from Darryl Brick, GM of HP South Africa`s channel partner and alliances organisation, and Zack Hassan, the managing director of Cornastone Enterprise Systems. They were speaking at the official signing of a broadscale VAR and systems integrator relationship last week.
"Cornastone has been appointed as a nationwide VAR for our high-end Unix and storage solutions, primarily servicing our large enterprise accounts. The company will also assist our drive into the mid-market," said Brick.
"Our responsibility will be to assist Cornastone with the development of its business. We are committed to transferring skills and developing employees. We are investing in joint marketing, account management, programme development, sales lead management. And we`re continuing to build on Cornastone`s comprehensive knowledge of HP enterprise solutions."
As part of its official appointment, Cornastone will retain its existing business structure and focus on three key areas: enterprise solutions (based solely on HP systems and technology); software solutions (using offerings from HP OpenView and Oracle, among others); and service offerings which span the entire business.
"Our strategy is two-fold," explained Hassan at the signing. "On the one hand we`ll develop our existing HP enterprise solutions business in the manufacturing and retail arena.
"On the other we`ll drive hard in the government, public sector, financial and telecommunications markets. Again, these solutions will all be based on HP`s infrastructure technologies.
"The partnership does verify HP South Africa`s commitment to follow the worldwide model of driving a significant portion of its enterprise and mid-market business through the channel."
For HP, the Cornastone partnership comes at the perfect time. It recently formed the channel and alliances division that Brick heads and is now partnering with companies which complement the organisation`s strategy.
"Cornastone is representative of HP`s business vision, one that comes out of our global re-invention and one which requires innovative and forward-thinking partners," said Brick.
The company`s appointment is also significant from an economic empowerment standpoint. While Cornastone is a black-owned and -operated organisation, however, Hassan stressed that he did not want the company to be known just for this.
"Cornastone looks for the brightest and the best people, regardless of race, who have the knowledge and the work ethic that can be developed. The intention is for everyone to provide the kind of service - technical, sales, consulting or support - that our customers expect."
For more information, visit the companies on the Web at www.hp.co.za and www.cornastone.co.za
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