HP Steps Up 'Just Right IT' SMB Offensive


Hewlett-Packard Tuesday unleashed the next phase in its Just Right IT partner offensive with new flexible bundles with additional margin for partners selling a comprehensive end-to-end product-services offering for small and medium-sized businesses.

HP said the partner uplift for selling across the full HP enterprise portfolio with the Flex-Bundles are significant with the ability to make 2 to 5 percent more on the front end using HP "value-based" pricing and an additional 1 percent on back-end rebates. What's more, partners selling HP implementation and startup and support services can easily add an additional 20 percent more margin.

Among the new HP Flex-Bundle pre-validated reference architectures are offerings for Microsoft Hyper-V; VMware vSphere with Operations Management; Microsoft Exchange server 2013; and SAP HANA.

[Related: HP Intros New Just Right IT Bundles, Promos For SMB Channel Partners]

The HP server-based Flex-Bundles, based on HP's ProLiant and Gen8 servers, provide additional margin for partners offering them with storage, networking and HP ServiceIT offerings including HP Proactive Care Services; Lifecycle Event Services; and Foundation Care Services.

What's more, partners have the ability to add even more margin by providing HP Financial Services including flexible monthly payment options and HP Cloud Services including migration, integration and management offerings for SMBs.

The new Flex-Bundle offerings are aligned with HP's new four-tier PartnerOne channel program, which is aimed at getting partners to sell a full HP product-services portfolio. HP has developed a "Boost Your Earnings" guide that shows the additional profitability for selling a full portfolio offering with server, storage, networking and services. The company is also offering full marketing, enablement, design and deployment support for partners.

The HP offerings map the top challenges facing SMB customers with a full integrated offering across server, storage, networking, services, either on- or off-premise as a service, with financial services and cloud services options.

"This is a game changer," said Lisa Wolfe, HP worldwide SMB marketing and strategy leader for the HP Enterprise Group. "You are not going to see anything like this from Dell or Cisco. It is complete. We are helping our partners differentiate themselves and accelerate revenue and time to solution by packaging and delivering what they need to market, sell, design and deploy the top solutions to small and midsize business problems. No one is delivering to channel partners a full program like this with enablement materials to help partners market, sell, design and deploy."

The SAP HANA offering, for example, is the first tailored by HP for the midmarket with an unprecedented opportunity for SMB customers to make competitive gains based on the unstructured big data explosion, said Wolfe.

The new Flex-Bundles come just three months after HP announced its first SMB Just Right IT offerings, which included wireless and bring-your-own-device (BYOD) offerings and unified communications and collaboration based on Microsoft's Lync platform.

NEXT: HP Just Right IT Provides A Holistic Offering For SMB Customers