HP hands once-direct-only perks over to channel

Vendor unleashes latest iteration of its ServiceOne partner programme

HP has handed over two offerings, which used to be available only to its direct sales team, to its channel partners as part of its revamped ServiceOne programme.

The vendor claims its ServiceOne 2.0 initiative enables its services partners to take advantage of the "new style of IT", which focuses on cloud, security, mobile and big data.

As part of the revamped programme – which in EMEA has between 800 and 900 partners on board – the vendor is offering partners its HP Flexible Capacity and Datacentre Care offerings which used to be available direct only.

Flexible Capacity allows customers to "flex up" or "flex down" its cloud infrastructure based on their needs, which HP claims is good for partners as it provides them with a long-term annuity opportunity.

Its Datacentre Care offering gives personalised support to datacentre customers which HP claims is flexible and comprehensive.

Paul Stancombe, HP's technology services sales manager for the UK, said the new programme helps partners stay relevant as the industry evolves.

"We are really adapting our services programme to make our partners relevant to the market," he said. "It enables us to be easier to do business with. We can do business a lot easier, quicker and swifter and [partners] can understand how to make good, profitable business from HP. This drives additional business to partners – it is about new innovations and a wider portfolio and this will drive profitable growth.

"The innovations were not available to channel, but we are now making them channel friendly. It's HP's move to do more with the channel, which is exciting news for us."

Elsewhere today, HP disappointed analysts after sales for its fourth quarter and full year fell.

For the three months to 31 October, net profit at HP fell six per cent annually to $1.3bn (£760m) on sales which dropped two per cent to $28.4bn. Analysts had expected sales of $28.76bn, according to Reuters.

For the full year, net profit fell two per cent to $5bn on sales which slumped one per cent to $111.5bn over the same period.

But chief executive Meg Whitman said her turnaround plan was still on track.

"In FY14, we stabilised our revenue trajectory, strengthened our operations, showed strong financial discipline, and once again made innovation the cornerstone of our company," she said.

"Our product road maps are the best they've been in years and our partners and customers believe in us. There's still a lot left to do, but our efforts to date, combined with the separation we announced in October, sets the stage for accelerated progress in FY15 and beyond. I'm excited to say that HP's turnaround continues on track."