Then you move methodically down with your segmentation and figure out with our strategy near or long term what buckets of apps you are going to focus on first.
What I told you is exactly the expertise that HP can bring to the table. From app assessments to the transformation aspect to the actual deployment on the different pillars of our strategy across public, private and managed.
Q: How do you ensure that your partners remain trained with all that is going on?
SD: Partner training happens on a constant basis. HP will deal only with small percentage of customers directly and the larger ones at that. Our thousands of VARs, our relationships with SIs, our distribution partners are all critical to the cloud roll out.
We have two fundamental programmes in place that support the partner community.
One is called Cloud Builder, version 2 of which will go live in November. That programme is solely focused on VARs, SIs other partners that want to help build customers a cloud environment — private, managed, public with services that go around it. We provide certification and incentives to make them want to do that on HP technology.
The other programme is for service providers. We call that Cloud Agile. We have almost 100 partners worldwide and these are service providers that are providing IT as a service that build their foundation on HP technology, and we are working with them on joint sales and marketing, and around new solutions and education training.
KW: We have appointed one service provider so far in NZ to work with us on Cloud Agile. But we have hosted three service provider forums and we expect to have version 2 of the Cloud Agile programme out in the early part of the new year.
Assessment services can be included within NZ Cloud Services as well. There is a whole set of work that we do — really from a discovery workshop, to apps assessment, to app transformation and migration onto the cloud services.
NZ Cloud Services, which was launched around six months back, is part of our ongoing discussions with service providers in the country. They have their own infrastructure, and, on many occasions, it's HP infrastructure. But we also back them up with white label services as well. So they can port or move workloads between ours and their own infrastructure and also share apps, that type of thing. There is quite a bit of work going into how best we can support those service providers.
You will see streamlining of the pursuit processes, to reduce overlap and redundancies. That does not mean elimination of roles. I will tell you 100% that it has nothing to do with the elimination of roles. That has clarity of roles, of what people are doing.
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