Liveblog: Joshi and Bradey headline GPC

LAS VEGAS – Following ESSN leader Dave Donatelli’s keynote yesterday, Tuesday morning HP’s IPG and PSG chiefs take the stage to present their view of the market at the company’s first-ever Global Partner Conference.

Vyomesh Joshi’s IPG is likely to make the case for more HP partners delving into managed print services: already, Joshi and his teammates have been telling partners to focus on the contractual, not the transactional. There’s also the success of ePrint now as mobile printing kiosks become more commonplace in public places. Expect Joshi to outline HP’s strategy for making print part of a more strategic sales approach.

As for Todd Bradley, there’s the still up-in-the-air topic of HP’s tablet/slate strategy, there are the company’s new much-hyped Spectre and Folio notebooks, and there’s probably some time for reflecting on what was a challenging year for PSG and its loyal partners. Interestingly, Bradley has already offered some feedback on last year’s notorious “August 18” debacle, and preferred (in a press conference no less) to lay the blame at the feet of the press and competitors than on now-departed CEO Leo Apotheker.

Join us for the liveblog after the jump for full coverage from the two executives’ keynotes. It should go live shortly before the 8:00 am Pacific (11:00 pm Eastern) general session kicks off.

  Liveblog: VJ and Bradley at HP Global Partner Conference (02/14/2012) 

Good morning from Las Vegas! Keynote host Mark Jeffries is now on stage kicking off the morning with some Las Vegas advice (don’t walk… it’s farther than you think) and some networking/communications advice.

Tuesday February 14, 2012 8:12

Surprise first speaker — Microsoft worldwide chanenl chief Jon Roskill takes the stage.

Tuesday February 14, 2012 8:16

“You all probably know a little bit about Microoft already,” Roskill says. Apparently two thirds of HP partners are already Microsoft partners. I would have guessed that figure to be more like 90 per cent.

Tuesday February 14, 2012 8:17

“An incredible opportunity for all of you,” with Windows 7, Roskill says. “It’s been the most successful version of Windows we’ve ever put out there.” But only about 25 per cent of the install base is already on Win7. Roskill urges partners to continue to drive the upgrade process as WinXP approaches end of life 16 months from now.

Tuesday February 14, 2012 8:21

“And by the way….” Windows 8 customer preview launches on the 29th. (Leap year day. If they miss their window they’ll have to wait four years to do it again.)

Tuesday February 14, 2012 8:22

Roskill talking through the Microsoft cloud strategy. Unlike other players, “we’re focusing on symmetry” — what’s running on premise will be the same as what runs in the cloud.

Tuesday February 14, 2012 8:23

That lets partners focus on choice, Roskill says. Offering is the same for customer on-site, public cloud or private cloud.

Tuesday February 14, 2012 8:23

“When we talk about cloud solutions, we tend to think about thins that are net new .. the majority of them in the consumer space.” Roskill expects to see using the cloud as an extension. Move just a piece of the whole solution to the cloud, or write an extension that moves to the cloud while the rest of the solution stays put.

Tuesday February 14, 2012 8:25

“We give you the opportunity to choose. You choose where you want to play, and how you help your customers move to the cloud.”

Tuesday February 14, 2012 8:25

Roskill’s asks of HP partners. 

  1.  If you’re not in the Microsoft partner network, join it.
  2. Don’t worget the XP and “classic” on-premise opportunity
  3. The cloud – use the cloud to position for the future, even if you’re selling on-premise. Work with Microsoft and HP to transform your businesses to the cloud.

Tuesday February 14, 2012 8:27

And with that, Roskill wraps up his session, and Jeffries is out to introduce HP IPG chief Vyomesh “VJ” Joshi.

Tuesday February 14, 2012 8:28

VJ: In 27 years, has seen IPG go from $0 to $26 billion in revenues with partners’ help. #hpgpc2012 [via Twitter]

Tuesday February 14, 2012 8:30 channelbuzzca

Three key trends in IPG — first up, the “digital content” explosion. “A lot of content will be viewed, but a lot will also be printed, and we want to capture that content” whether it’s on PC, tablet, smartphone or eventually smart TV.

Tuesday February 14, 2012 8:31

“When we think about where we want to go, for the last two years, every printer above $79 is Web-connected and cloud-aware, every printer has an e-mail address.” That ensures printing from any device that you can send an e-mail from.

Tuesday February 14, 2012 8:32

Second key trend — mobility. More smartphones and tablets than PCs “and we want to make sure that as content moves to those devices, we can capture that.”

Tuesday February 14, 2012 8:32

It’s hard to transfer data into information — moving from unstructured to structured data. “This is the reason HP did the acqusition of Autonomy. It is central to IPG’s strategy.”

Tuesday February 14, 2012 8:33

“For the last 27 years, we’ve had a transactional relationship with our customers. We sell the printers, and we sell the supplies. ” But growth is going to come from moving to that transactional relationship to a contractual relationship through partners.

Tuesday February 14, 2012 8:34

Printer + supplies has been the model “but we want to monetize that install base in a very new way.

Tuesday February 14, 2012 8:34

Joshi tells partners to move from hardware, to supplies, to services, to solutions. “That’s something we need to work together on.”

Tuesday February 14, 2012 8:35

VJ: $118B opp in printing. But add to that a $48b opp in solutions and content digitization, and HP can double its TAM. #HPGPC2012 [via Twitter]

Tuesday February 14, 2012 8:36 channelbuzzca

VJ: “We need to move up the stack. Get into services, get into solutions so we can have access to those $200b in revenues.” #HPGPC2012 [via Twitter]

Tuesday February 14, 2012 8:37 channelbuzzca

Software and solutions “is where the value creation is going to happen” for partners, Joshi tells #HPGPC2012 [via Twitter]

Tuesday February 14, 2012 8:38 channelbuzzca

20m Web-connected printers in the market, all connected to ePrint Center. “That’s a different channel for publishing.” #HPGPC2012 [via Twitter]

Tuesday February 14, 2012 8:41 channelbuzzca

HP “working with Google, Apple, everybody” in the mobile arena to make mobile device printing easier. #HPGPC2012 [via Twitter]

Tuesday February 14, 2012 8:42 channelbuzzca

Joshi describes “the Moore’s Law” of inkjets — doubling performance every 18 months. “It can really expand into the office,” he says.

Tuesday February 14, 2012 8:45

“We both make more money if supplies grow. It’s in our interest to make sure we can continue to grow with supplies.”

Tuesday February 14, 2012 8:46

And now, onto services. Namely, managed print. “We want to make sure we can manage the environment and reduce costs significantly.” Managed print customers have seen costs dropped 25-30 per cent and carbon footprint dropped 30 per cent, Joshi says.

Tuesday February 14, 2012 8:47

And from there, Joshi says, partners can move onto helping customers manage and streamline all of their paper-based workflow and processes.

Tuesday February 14, 2012 8:48

“We want to bring all of that to the SMB market,” where managed print is all partner-led.

Tuesday February 14, 2012 8:48

Having the relationship with the customer “is the first step” to owning the full solution from the printer sales to document management, Josh says.

Tuesday February 14, 2012 8:48

Joshi invites out Majdi Daher, founder of the Dnali Advanced Integration, an HP managed print partner, to talk about working with HP on managed print.

Tuesday February 14, 2012 8:50

Three and a half years ago, they went into managed print, working with (since acquired by HP” Printelligent to ramp up without as much investemtn as building managed print services from scratch, Daher says.

Tuesday February 14, 2012 8:51

“The partner community needs to get on this [managed print] bandwagon quickly,” Daher says, because customers want the basics of print off their table.

Tuesday February 14, 2012 8:55

“I was a little puzzled when Printelligent was acquired,” Daher admits, but now sees it as a great way for HP to streamline the onboarding process of traditional infrastrcuture-focused channel partners into managed print.

Tuesday February 14, 2012 8:56

Two hour response time is key to managed print services confidence from customers, Joshi says.

Tuesday February 14, 2012 8:57

Joshi moving on into content digitizatoon. In the office, a $28 billion process in automating processes like invoicing and filing. “A lot of software companies have been talking about this stuff for 10 years … and it does not work. The only way this will work is to really build out with smart devices. Then you have a middleware layer where you look at information workflow, and then you build a verticalized solution on top of that.”

Tuesday February 14, 2012 9:00

For the last few years, HP has been shiping LaserJet printers with FutureSmart and OXP, giving partners the opportunity to build those vertical applications.

Tuesday February 14, 2012 9:01

On average, businsses move from paper to digital at least 11 times. “We have to streamline that,” Joshi says.

Tuesday February 14, 2012 9:03

Now moving on into Autonomy and its ability to capture unsturcutred data. Between the various offerings, HP will launch “Smart Doc for SMB” solutions in fall 2012.

Tuesday February 14, 2012 9:03

“We will help you to digitize is all, make it all searchable, structured data, and we will put it all on the HP cloud. That value proposition is going to be critical to driving solutions to small and medium business.”

Tuesday February 14, 2012 9:04

By this fall, HP will also debut smart solution suite for cloud-based production printing.

Tuesday February 14, 2012 9:10

And with that, VJ wraps up his presentation. Keynote host Mark Jeffires out to introduce HP PSG chief Todd Bradley, who it seems is going to introduce some new products, juding by veiled boxes on stage.

Tuesday February 14, 2012 9:11

Bradley starts by thanking partners for sticking with HP and growing with HP in “what has been a very, very challenging year.”

Tuesday February 14, 2012 9:12

“It’s fair to say that collectively, you are all one of the major reasons that we are number one and that we continue to win in the marketplace.” Partners are also a major reason PSG is still part of HP.

Tuesday February 14, 2012 9:12

Being number one in share is simply a factor is having great partners, great products and a message that resonates with customers, Bradley says. “We continue to focus on how we arm you with the best products in the world, the best PCs and workstations in the world.”

Tuesday February 14, 2012 9:14

PSG’s strategy “Deliver the best experience to more people across the planet,” Bradley says.

Tuesday February 14, 2012 9:15

PSG will “set trends” rather than following them, Bradley says.

Tuesday February 14, 2012 9:17

Bradley detailing how PSG is looking to build closer relationships with partners, make them “wiling to frankly pay more” and to attach services to products.

Tuesday February 14, 2012 9:18

“We’re well in the way to design, and build the products that customers not only want, but desire” in terms of design, with the upcoming launch of the Folio and Spectre thin-and-light notebooks. “But wait until you see what we do with Windows 8, what we do with Windows on ARM.”

Tuesday February 14, 2012 9:20

“We continue to look at areas beyond or core where we can grow,” Bradley says, for example, multi-seat shared desktops, digital signage and display, and retail solutions.

Tuesday February 14, 2012 9:22

“But it’s not just about delivering great products, it’s making sure we differentiate with world-class service and support.”

Tuesday February 14, 2012 9:22

“Great selling opportunities” for partners in HP configuration, implementationa and ohter services, Bradley says.

Tuesday February 14, 2012 9:23

Talking to taking PSG products to more people worldwide, working with partners to partner with new solution providers in high-growth emerging markets.

Tuesday February 14, 2012 9:24

Bradley talks about the Folio as the start of a campaign of “making things matter,” highlighting key differentiators for customers — in the case of the Folio, a TV ad mocking users of other notebooks for their short battery life.

Tuesday February 14, 2012 9:26

“The focus is how do we regain that mindshare we had with customers, and how to we use that to grow results,” Bradley says.

Tuesday February 14, 2012 9:26

“As exciting as the PC world is, our workstations have become phenomenal,” Bradley says, showing off the Z1 workstation, a 27-inch all-in-one workstation. “It’s as revolutionary a product as we’ve ever seen from our workstation group, and you’ll never look at workstations the same after today.”

Tuesday February 14, 2012 9:27

Bradley invites HP workstations chief Jim Zafarana on stage, up to introduce said product, which apparently SHOULDN’T have been shown on the last slide. Oops.

Tuesday February 14, 2012 9:28

Zafarana offers partners thanks for driving the workstation business and showing off the current flagship, the Z800.

Tuesday February 14, 2012 9:30

And now, the debut of the Z1, as schedulded. Dubbed by HP as “the power without the tower.”

Tuesday February 14, 2012 9:37

Zafarana and team showing off getting inside the Z1 — much like the rest of the workstation lineup, it’s a tool-free chassis. But really going in-depth on product feeds and speeds and technical detail for an audience of partner executives, I think.

Tuesday February 14, 2012 9:43

And now they hand it over to Bradley. “I know that for some of you, Jeff and Jim just kind of geeked out. But that’s what we want them to do, that’s what we encourage them to do to produce great products that just kick ass.”

Tuesday February 14, 2012 9:45

Bradley says HP will conitnue “momentum of great products and great services” throughout the year, and with that, sigs off for the day.

Tuesday February 14, 2012 9:46

I believe that brings the keynote session to a close, and with that, this liveblog. Expect to see us back here with another liveblog for this afternoon’s Americas general session.

Tuesday February 14, 2012 9:46

Thanks for reading, and we’ll catch you back here later!

Tuesday February 14, 2012 9:47