Focused solutions for the service provider market, a strong drive to elevate service and support levels, and an array of consolidated software solutions are just some of the developments that HP`s authorised software business partners can look forward to this year.
That was the message delivered by Gary de Menezes, HP`s software business manager for Middle East and Africa, at the company`s recently-held annual business partner conference. And it was a message that partners were well prepared to receive.
"Over 80 per cent of our business is driven through our authorised partner channel - a figure that is completely in line with our stated global partner business commitments," said de Menezes.
"For the year ahead that number may not increase, but the volume of business it represents certainly will. This means we will focus even more closely on the value we add to partners - but partners must in turn ramp up the value they add to their customers."
HP is kick-starting this drive by consolidating its enterprise management solution set. The core products now fall under the HP OpenView VantagePoint Operations, Performance and Reporter umbrella, and still include the familiar the HP OpenView Network Node Manager and HP OpenView Omniback modules. However, the company has also introduced solutions specifically for the Network Service Provider, ISP and ASP markets, among others.
HP is also throwing greater strategic weight behind the software focused on that service provider market.
"We believe the time is right for XSPs (be they application, storage, network or other) to flourish in South Africa," said de Menezes. "HP will be there securing, managing and supporting their infrastructures - and ensuring that they manage the service levels they have committed to."
The critical issue of service and support was also raised during the conference, and partners were subsequently introduced to HP`s myriad new initiatives.
"While partners act as the first line of support for customers, HP South Africa`s software competency centre will now act as the first line of support for partners; there will be no need to log calls in Europe," promised de Menezes. This news complemented the international drive to ramp up partner and customer service and support through the new `e-care` portal, www.openview.hp.com/services.
De Menezes also detailed the division`s steep growth curve. Since the launch of the software operation late in 1998, the HP team has grown from two Johannesburg-based people to a nationwide team of more than 15 technical, sales and management members. The focus has also changed somewhat - a fact de Menezes stressed heavily.
"We started out as the HP OpenView business unit; two years down the line we are now the HP software solutions organisation - the focus is no longer just on OpenView and enterprise management," he said. "There are internet usage, security, information delivery management, middleware and e-services management products in our portfolio, and they all play a symbiotic role in our provision of end-to-end software solutions."
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