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Will Microsoft-HP Pact Benefit Partners?

HP and Microsoft's $250 million deal extending their longstanding relationship is aimed at bringing turnkey applications and solutions based on both companies' systems management, virtualization and cloud technologies.

While the deal is primarily focused on bringing together engineering resources aimed at providing advanced solutions, part of the $250 million will be allocated to go-to-market efforts, as well. It's not clear how the funds are being divvied up.

David Donatelli, executive vice president of HP's enterprise servers, storage and networking business, said, "As part of this agreement, we are increasing our investment in our go-to-market by 10 times what we are already doing. That means, specifically, we will have new dedicated sales reps who are going to be helping customers take advantage of these technologies."

Did I hear 10 times more on dedicated sales reps? What about the channel?

In a letter today, Allison Watson, Microsoft's corporate vice president for the worldwide partner group, said the deal will benefit solution providers, as well.

"For the first time, you can tap the full potential of combined Microsoft and HP solutions to deliver unified management of servers, storage, networks, applications and datacenters," Watson wrote. "IDC estimates that 58 percent of Microsoft customers will deploy Microsoft virtualization technologies in the next two years, which can open more opportunities for your business. In addition, converged HP and Microsoft applications technology and solutions make it possible for you to offer high-volume, services-rich IT infrastructure upgrades for your installed base and new accounts."

For the first call to action, she suggested considering becoming a joint HP and Microsoft Frontline Partner. She also recommended the following:

  • Leverage HP Virtualization Smart Bundles with Hyper-V.

  • Discover HP SQL Server 2008 Fast Track data warehouse solutions.

  • Download the HP SQL Server 2008 sizers for online transaction processing (OLTP) and business intelligence (BI).

  • Leverage the combination of SQL Server 2008 with HP BladeSystem Matrix infrastructure orchestration template for OLTP Enterprise configuration and BI Enterprise configuration.

  • Learn how to successfully sell infrastructure solutions with Microsoft Sales University.

  • Become well-prepared to sell virtualization solutions with a Microsoft Sales Specialist accreditation.

  • Find out more about Microsoft Core Infrastructure solutions and competencies.

We at RCP want to get your take on this pact. Hyperbole? Opportunity? Drop me a line at jschwartz@rcpmag.com.

Posted by Jeffrey Schwartz on January 13, 2010 at 11:59 AM