Resellers will have to pass a new accreditation process to be able to supply Hewlett Packard's (HP's) new high-end Superdome 9000 Unix server to customers.
A total of nine different solutions are offered within the Superdome package, including enterprise resource planning, customer relationship management, ecommerce, e-intelligence, collaborative product development, supply chain management, systems consolidation and telecommunications billing.
To supply the Superdome server, resellers will have to pass an accreditation course, said Jim Geer, global channel project manager at HP. "Resellers figure heavily in our plans for the project," he said. "They will play a very significant role in the development of the Superdome."
The server, which will be available to the UK channel in January, comes with a flexible rental pricing model which allows customers to pay as they go, instead of paying a standard flat rate.
Geer said: "This is a departure from what we have done with the rest of the 9000 family. Just because resellers have sold other HP products, they are not [necessarily] qualified to sell the Superdome."
Resellers can be certified either 'Always-on Gold' or 'Always-on Platinum' after completing a two-day training course, he explained.
Training will include sales and technical product positioning as well as configuration, depending on the type of certification.
"Gold partners resell the products as provided by HP, who deliver the system. Platinum partners will be qualified to add their own design specifications to the product," said Geer. Resellers will also get full margins on rental of both the system and services, and value-added features.
HP will also dedicate a solutions manager to each Superdome customer which the company decides "defines needs, establishes accountability throughout the solution lifecycle and accelerates the path to the customer's production".
Carly Fiorina, chief executive at HP, said: "Superdome is designed for business transformation. We will change the game in the high-end server market."
Vernon Turner, vice president of worldwide commercial systems and servers at IDC, said: "Building services into the Superdome, and actually delivering that experience, should change the basis on which high-end suppliers compete."
First published in Computer Reseller News
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