Dave Donatelli, Todd Bradley, and George Kadifa take their message to HP partners
LAS VEGAS – After Meg Whitman and COO Bill Veghte held court yesterday, Wednesday morning, it’s the turn of the company’s business leaders to take their message to HP channel partners at the company’s Global Partner Conference here.
Slated to appear are Dave Donatelli, Enterprise Group chief (pictured); Todd Bradley, Printing and Personal Systems chief; and George Kadifa, head of HP Software.
Things get underway shortly after 8:00 am Pacific (11:00 am Eastern) Wednesday morning. Join me after the jump for as-they-happen updates from Press Row.
Our Enterprise Group and PPS party hosts are out to kick things off, running down the key messages from yesterday after the obligatory “stayed up too late gambling” banter.
The rundown of yesterday’s PartnerOne changes.
“We mean business” is the theme of the event, and “a reflection of our mutual intent,” Bradley says.
The hosts may have a top five, but Todd has “a top one” — “Everyone take a note: Sell more. How do we sell more?”
On a serious note, Bradley offers his thanks for partners sticking with HP through the last 19 months, telling them that “to the victors go the spoils.”
“What we do together matters to hundreds of millions, billions of people every day,” Bradley says.
“We enable the most fundamental, the most essential elements of the human experience in this digital environment,” he says — to create, to consume, and to share.
There are two “very unique” HP advantages, Bradley says:
- “Our scale is unrivaled … as HP, and collectively.” That includes the ability to invest massively in R&D, drive awareness, preference “and frankly desire” through compelling marketing; and
- “The industry’s most powerful innovation.” Around products, solutions and “a friendlier business model.”
Talking up the company’s Chromebook announcement about “delivering those solutions for you and with you, to your customers.”
“You should expect even more phenomenal things come,” he says.
Stacy Wolff, the company’s vice president of industrial design, is out to discuss four new products that he fells will be revolutionary.
Up first, the Envy x2, the company’s detachable laptop/tablet offering. “HP is producing for you one of the best hybrids on the market today,” Wolff says.
Up next, the EliteBook Folio, because “creation isn’t going to happen on a tablet, but on a notebook.”
Talking up the EliteBook as a more “all in one” alternative to a UltraBook, incorporating business-friendly features like HDMI/VGA out, and additional ports.
And third, the EliteBook Revolve, the company’s “convertible” notebook. Talking up the little design details such as little magnets that hold the lid in place in tablet mode.
And fourth, the ElitePad, HP’s effort to “make a tablet that’s better than the other guys.” Wolff is talking up the ability to partners to service the device, as well as the Smart Jackets that add new functionality to the tablets, ranging from extra battery life an ports, to a keyboard case.
These four devices give HP partners “the right to strike” at top PC endpoint opportunities, Wolff says, and hands the stage back to Bradley.
Now Bradley turns his attention to the printing market.
It all boils down to one thing, Bradley says: “Opportunity.” To take ink in to the office, to sell more managed print services, to do embedded document workflow.
Talking about the purchase of Printelligent to support the channel on managed print services, and mobile printing.
And that brings out David Gurney to show off some of the company’s new print wares.
Gurney starts with the OfficeJet Pro X — an SMB-focused inkjet that Gurney says eliminate many of the tradeoffs. “They are twice the speed at half the cost of similar laser printers,” he says.
Up next, the company’s Flow Platform — a family of MFPs that are scanner-centric and include access to a cloud-based document management and storage solution.
Partners can include Flow in an MPS deal, Gurney says. “You can make a lot of money” by attaching it to a standard MPS arrangement, he suggests.
Now shifting to talking about mobile print and the nature of that opportunity — everything from consumer printers to high-end graphics printers are connected to the Internet, and users can print to them by e-mail from mobile devices.
And we’re back to Bradley.
Bradley adding the pitch for managed print, and then onto the market opportunity that is the end of Windows XP.
“50 per cent of the world is still on XP. It’s an enormous opportunity to bring ultralite mobility and lower costs.”
And with that, Bradley wraps up his presentation. But first, “one more thing.”
He says that during his presentation, partners have made .08 million selling HP printers and PCs. “Let’s grow these numbers in a very profound way.”
Now it’s time to turn things over to the Enterprise Group. Dave Donatelli is out to talk about the innovation strategy in his group.
“What does the channel mean to the Enterprise Group?” Donatelli asks. “Our channel is our crown jewel. It’s what built the company. It’s what made us the largest diversified IT company in the world. And it’s our goal to grow it.”
Last year, two thirds of EG revenue went through channels. About that rate in industry standard servers and storage. while networking (96 per cent) is almost all channel, and Technology Services (29 per cent) still has work to do.
Three big trends shaping the enterprise business: converged infrastructure, cloud, and the software defined data centre.
And now, a look through what’s been going on at the major division of Enterprise Group.
Since the introduction of the Gen8 server last year at GPC, partners are attaching 12 per cent more options, and Gen8 unit prices are up 12 per cent over previous generation.
Talking up the PrioLiant SL 4500 server, which he says is the first server purpose-built for Big Data.
“It gives you a great ratio between storage and server, and it does this at a price that hasn’t been possible before.”
A quick run through the history of servers, from mainframes through to blades, and now onto ARM and Atom with Moonshot.
Dontelli holding up a four-server board, which will be the company’s scaleout server. He says it can put ten racks worth of servers into one, at half the cost, with 89 per cent less energy. “This is generation one, and very shortly, we’ll have generation two.”