Transforming HP into an enterprise solutions partner: Industry Report

Transforming HP into an enterprise solutions partner

Product Type: Market Research Report
Published by: Ovum Plc
Published: February 2007
Product Code: R464-494

Description

Hewlett-Packard (HP) must continue to be a world-class products company if it is to beat Dell in - and continue to profit from - the PC, notebook and broad-market x86 server markets. However, HP is also one of the two key pillars of another marketplace - that for enterprise IT solutions. This market is governed by very different requirements and places HP in competition with a totally different competitor - IBM. The company must play by very different rules if it hopes to keep pace in this rapidly changing segment. It must take a crash course in becoming a solutions vendor.

HP has demonstrated a clear intention to play in one critical part of the solutions market - enterprise IT solutions. It has crafted its Next-Generation Data Center program as its core vision for this market. HP is also greatly expanding its enterprise account coverage, through the addition of senior industry-focused account executives and targeted pursuit teams, by expanding the range and depth of its solution-focused professional services offerings and by working closely with a growing number of solutions-focused partners. Nice start, but will this be sufficient in a market in which IBM and global systems integrators (GSIs) are continually raising the bar for what customers perceive as IT solutions? Most important, is HP willing or able to play in the enterprise solution market into which these same players are so aggressively moving - enterprise business solutions that incorporate IT as a component?

Table of Contents

Key messages: The challenge ahead; HP’s strategic enterprise growth portfolio; Enterprise servers and storage; Software; From product company to solutions company; Infrastructure solutions; Application-level solutions; Industry-focused solutions; Business process solutions; Extending beyond infrastructure solutions; -HP’s solution challenges; Delivering solutions messages to target customers; Portfolio rationalization; HP’s core IT customer base; Go-to-market challenges; Towards becoming an integrated products/services company; Moving up the services value chain; Services as HP solution leads; Strategic service investments; Services challenges; Expanding beyond strategic partnerships into programmatic partnerships; Tier-one ISV alliances; GSI alliances; Can GSIs commit?; Partnering challenges; Will the new HP look like the new IBM?; Assessing HP’s solutions commitment
Table of figures: Figure 1 Requirements for transforming HP into an enterprise solutions partner; Figure 2 Path to HP’s Next-Generation Data Center; Figure 3 The six forms of transformational value add; Figure 4 Ovum Summit’s Dynamic Computing benefits pyramid; Figure 5 HP C&I’s solution focuses

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