HP's Senior Director, Worldwide Alliances Marketing, Duncan Campbell: “Traditional IT is about wringing out the cost and outcomes are IT-focused. There is still a lot of business here today, and tomorrow. In the future, for IT solutions for the new style business, it is important to understand who the customer is and who is making the decisions.” New style business has new decision-makers from the line of business, he says. “This is where greater agility and business outcomes come into play, so we have to change our dialogue. Much faster cycle times and IT solutions in the new style business mean that, as HP has said, there are new key areas to focus on, transforming to an on-demand IT infrastructure, then protecting the digital assets, and then empowering a data-driven enterprise.
“Globally this is trillion dollar opportunity; when we talk about solutions in the new style business. Moving from trends to steps – looking at the on-demand IT infrastructure.”
“When we think about cloud, it is different for almost every customer - customers are all at different levels of maturity and most are still focused on improving their IT operations and getting ready for the next step. This is really a journey; once the foundations are improved, they prepare to deploy infrastructure ans a service.”
“We are seeing more and more customers consume applications, bring in other types of services and develop new clouds. They start to look more like brokers in terms of what they provide.”
In terms of the action plan, this is in the private cloud, and where HP has been focused. “We want to leverage an open, secure and consistent cloud engine, ensuring compliance and keeping data in country," he says. “In EMEA – we think about it from the European standpoint and make sure we can address the key requirement on in-country data. The link to local service providers is the secret sauce of HP's ISV2SaaS,” he says.