Industry

06/08/2010 - HP Steps Up Networking Offensive To Win Over Cisco Partners


By Steven Burke, CRN

Hewlett-Packard has launched an all-out offensive to recruit long-time Cisco Systems partners to carry the full, newly minted HP networking product portfolio.

HP (NYSE:HPQ), Palo Alto, Calif., is targeting everyone from the top 10 VARs, top 10 systems integrators and top 10 carriers in the country to the growing regional superpower VARs and fast-growing SMB networking solution providers.

The HP networking partner recruitment offensive was on full display at Everything Channel's VAR500-CIO50 Conference in New York on Tuesday where the company was courting VAR500 powers with big Cisco practices such as Dimension Data, Worldwide Technology, Presidio and CompuCom. Everything Channel is the parent company of CRN.

HP Enterprise Storage Server Networking Vice President Channel Sales Frank Rauch declined to comment on which specific VARs he was meeting with at the VAR500 conference, but he acknowledged that HP is pressing partners to carry the full HP networking product line.

Rauch said HP is aiming to get a bevy of partners certified on networking products at the HP TechForum 2010 in Las Vegas June 21 - 24. The forum marks the first time that HP will be providing certification on its newly acquired end-to-end networking product portfolio.

Fueled by its $2.7 billion acquisition in April of networking vendor 3Com (NSDQ:COMS), HP is aiming to entice partners with what it is calling a more profitable networking product sale for them. That means going after what it calls Cisco's 80 percent margins with what it claims is an HP networking portfolio that features 50 percent better performance at a 30 to 50 percent lower cost than the Cisco networking products.

San Jose, Calif.-based Cisco (NSDQ:CSCO), … click here to read more.

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