Hewlett-Packard Co. launched an assault on the mid-market yesterday, targeting what it calls the “global 500,000” – companies with between 100 and 999 employees.
Like similar marketing campaigns from Dell, IBM, Microsoft, Cisco, Oracle and SAP, among others, HP’s stated goal is to provide high-end functions in relatively affordable systems that are easy to install, customize and administer.
“HP actually does quite well in SMB and the mid-market, though no one with the possible exception of Microsoft is really happy with their position,” according to Jonathan Eunice, principal analyst for Illuminata, in Nashua, NH.
Are VMware partners making money? Company execs at VMworld in San Francisco, Calif.last week said yes, but not always in the ways you’d expect.
“There are areas of our partner ecosystem where we can quantify that they actually make a lot more money than we do,” according to Brian Byun, VMware’s vice president of global partners and solutions. “Every time we sell a dollar of VMware license revenue you will see some of our partners making several times that because again there is a drag and a refresh effect.”
VMware Inc. has shifted its revenue model away from its hypervisor technology to value added services, said Diane Greene, the company’s president and CEO.
“We shifted our revenue model. Over 80% of VMware’s revenue comes from outside of our hypervisor today,” Greene told journalists yesterday at the VMworld 2007 conference being held in San Francisco, Calif. “We’ve done a very effective job building products that unlock virtualization to our users and customers pay for real value,” Greene added.
Tomorrow afternoon Sun and Microsoft will co-host a conference call to talk up hopefully some tangible new facet of their plan to make their respective operating systems and toolsets work well together.
Headlining the event will be Sun systems chief John Fowler and Microsoft Server & Tools marketing guru Andy Lees. Notice of the event was sent to reporters Tuesday night.
The companies will talk about what the e-mail called an “expanded relationship.”
Symantec gave out its partner awards throughout the day at Symantec Partner Engage in San Diego today. All of the winners received a crystal trophy, except for the partner of the year, who received a brass telescope. Here’s who won:
- Partner of the Year: Continental Resources, Bedford, Mass.
- VAR of the Year: MSI Systems Integrators, Omaha, Neb.
- LAR of the Year: Insight, Tempe, Ariz.
- Public Sector Partner of the Year: Marzik, Lanham, Md.
- Canadian Partner of the Year: ESI Technologies, Montreal
- Latin American Partner of the Year: Tecno XXI, Mexico City
- Rookie of the Year: Computer Media Technologies, San Jose, Calif.
The conference is called Symantec Partner Engage, but CEO John Thompson took an hour after his keynote address in San Diego this morning to engage reporters in a roundtable discussion. And it didn’t take long for the conversation to steer towards Microsoft’s plans to compete in the security market.
At first, Thompson did not even refer to Microsoft by name. All he did was say that Symantec’s constant emphasis on the need for strong security “may have registered in Redmond, Washington.” But he soon opened up, saying, “Our job is to out-innovate Microsoft” if it enters the security market. Then he responded to criticism of Norton AntiVirus’ delayed release with this thinly veiled shot at Microsoft: “We’d rather be deliberate than early with a product that doesn’t work.”
The latest version of Microsoft BizTalk Server is out this week (Monday), complete with radio frequency identification (RFID) technology, more business-to-business functionality and built-in industry-specific support.
Those features will make BizTalk Server 2006 R2 easier for Microsoft partners to integrate with customers’ IT infrastructure, said Steven Martin, Microsoft’s director of Connected Systems Product Management. Eighty percent of BizTalk deployments involve the channel in some way, and even the most basic implementations are more involved and present more value-add opportunities than other deployments, Martin said. Continued »
Symantec Partner Engage kicked off today in San Diego with a welcome reception aboard the U.S.S. Midway, a former U.S. Navy aircraft carrier. Symantec partners and executives got the chance to mingle over drinks, dinner and dessert, but they kept the shop talk to a minimum — likely sensing that they’ll get more than their fair share tomorrow, when breakfast starts at 7 a.m. and seminars continue through 5:15 p.m.
Jim Russell, Symantec’s public sector vice president, did spend some time with me discussing new opportunities in the public sector. As the government puts more and more security regulations into place, like the Federal Information Processing Standards publication 201 (FIPS 201), it creates more business for security vendors like Symantec and their channel partners, Russell said. And since agencies are required to meet those standards, partners can spend less time making sales pitches and more time devising ways to integrate compliance products with other security solutions, he said. Russell will lead a seminar on public sector security tomorrow afternoon.
CEO John Thompson also made his rounds during cocktail hour and even stopped to chat with my group of reporters and partners. He gave no hints about the subject of his keynote address tomorrow morning, instead telling us a funny story about his fear of nuclear submarines (don’t ask) and then his plans for his wife’s upcoming birthday. Some partners approached Thompson and introduced themselves as he made his way across the deck, but more were lined up to try the full-motion flight simulators that are a top attraction at the Midway. Apparently there’s an inner fighter pilot in a lot of value-added resellers.
Tomorrow I’m heading to seminars on Symantec Endpoint Protection, Software-as-a-Service and Symantec’s future technologies. Symantec will also be giving out its annual partner awards, and there will be keynote speeches from Thompson, channel vice president Julie Parrish and other executives. If I’m not too worn out from all that, I’ll try to report the winner of the limbo contest during tomorrow night’s Symantec Baja Beach Bash as well.
Software vendor Macrovision today announced a partnership to sell its AdminStudio application deployment tool through a major Citrix distributor.
Macrovision released new capabilities earlier this summer that allow AdminStudio to more easily perform custom installations of applications on virtual machines through the Citrix Presentation Server. Today’s deal with Alternative Technology, an Englewood, Colo.-based distributor, will help Macrovision reach more Citrix customers, said Corey Ferengul, Macrovision’s executive vice president of marketing and solutions.
The next few weeks will be big for the Software-as-a-Service (SaaS) category.
Salesforce.com is about to host its DreamForce event. NetSuite’s IPO is on its way. SAP will unveil A1S on September 19 in New York.
As these events approach, and as Microsoft’s ‘Titan’ hosted CRM wends its way toward availability—I guess we can’t say it’ll hit the shelves soon—the channel questions around this delivery model loom bigger than ever. SaaS is still viewed by many in the channel as the ultimate in disintermediation.