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“Stable” HP targets IBM partners heading to Lenovo

09 Jun 14

That’s the message coming from HP HQ, following the company’s plans to tempt partners away from Lenovo when the sale of IBM’s x86 server unit closes later this year.

Labelled “Project Smart Choice”, the tech giant offers guidance on how to capture business from the affected IBM x86 customers, rather than jumping ship to Lenovo.

“You need the skills and technical certifications to do sales and advocate solutions,” says Patrick Eitenbichler, director, PartnerOne strategy, HP.

“Lenovo doesn’t have the skills or the certifications the customers need.”

“Partners focused on the enterprise will be able to get a server box from Lenovo.

“That’s not a bad thing, but if a customer needs more than that, say hybrid IT, cloud in some fashion, Big Data and other solutions capabilities, they’re going to have to look elsewhere, because they’re not going to get it from Lenovo.”

Offering a clear message to the channel, Eitenbichler says the tech giant is now making it easier for partners to become Silver and Gold HP partners, a strategy he hopes will lure customers across to the company.

As an example, Eitenbichler says the accelerated HP partner program allows Gold and Silver certification to be obtained in around four and three days respectively, as opposed to the seven required for IBM certification.

And according to CEO Meg Whitman, speaking about the acquisition last month, HP “look like the paragon of stability in the industry right now and we aim to capitalise on it.”

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