Corporate reseller Computacenter has become the first UK reseller to receive the new Hewlett Packard (HP) Enterprise Service Delivery Partner accreditation, as HP plans to sell more services through its new channel strategy.
The strategy - to be detailed in the next three to six months - is likely to see HP working closely with some of the larger channel players to sell its services.
Simon Walsh, director of services at Computacenter, said it was a good opportunity for the reseller to hit a much broader market. "We can now sell services to the HP and Compaq customer bases."
Jim Kent, general manager of HP Services UK, said the firm wanted resellers to promote services to existing Compaq and HP hardware users. "We want to create a new market for services through our hardware channel," he said.
"It's very complex to do services through the channel. In the next three to six months we will be launching a project.
"What we want to create is a new market where we can do services together and take that proposition to the marketplace. We are enthusiastic about this and have high hopes," he said.
HP is likely to work with a smaller number of large channel players on high-level services, but also offer packages to smaller companies. It will also look at vertical markets.
"The start point will be with the top tier of the channel. There is a high cost of entry into services and a lot of our channel partners haven't made that investment and aren't going to," said Kent.
But, he added: "The ambition is that this will be as big as can be manageable. We can make this available to a very broad spectrum."
Services currently account for around 20 per cent of HP's business. Kent said that the company wanted to increase this number to about one-third within three to five years.
"IBM and EDS will be challenged by this because they haven't changed their business model," he said.
Since the completion of HP's acquisition of Compaq, said Walsh, the company had become easier to work with. "It is much easier to work with the new HP rather than the old Compaq and old HP."
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