HP trains partners through StorageWorks Bootcamps

In an effort to help its partners to propose higher-end and complete
solutions to enterprise customers, HP has begun to conduct HP StorageWorks
Bootcamps for channel partners in major cities. An initiative, which started in
April this year, the Bootcamps for channel partners are to be held every
alternate quarter. The next bootcamp training will be scheduled in November
2005.

HP StorageWorks Bootcamps for channel partners involve day-long training on
HP's Tape Back Up solutions; Networked attached storage and storage software.
The trainers typically include pre-sales domain experts and business managers
and the training involves not just product updates, but interactive case studies
based on real world sales scenarios. Besides, HP also conducts ongoing NPI
training events whenever new products are introduced.

According to Rahul Singh, Marketing Manager, HP Storage Works division,
"Given that SI and enterprise partners tend to have higher levels of
competency to propose higher-end and complete solutions to enterprise customers,
HP believes in the need to invest significantly in training and skill
development. Training and skill development is an ongoing process in the
technology business and more so when selling storage solutions. HP conducts
regular channel training and technical updates for partners to keep them up to
speed with current and forthcoming technologies."

HP has thus far conducted Focused StorageWorks channel training events in
Delhi, Mumbai, Chennai, Bangalore, Hyderabad, Kolkata. Besides, there have been
several smaller training events in B and C- class cities such as Chandigarh,
Pune, Bhubaneshwar and Ahmedabad. "The feedback from channel partners has
been positive and based on this feedback we plan to slightly customize the
trainings for different locations depending on the maturity of the market and
existing competency levels of local partners," Singh said.

HP training programs are designed keeping in mind the technology of products
and also the incentive schemes and rewards planned for the partners during the
period. "A direct measure of our success is the depth of knowledge on
specific technologies by the channel partners. Our increasing frequency of
conducting these programs across cities is to ensure continuous upgrading of
information to keep the partners in tune with the technology," he added.

DQW News Bureau

Bangalore