HP Empowers Channels on RCS Suite

HP is aggressively tapping the Indian 'virtualization' space through its RCS (Remote Client Solutions) suite of offerings. These offerings, which are data center alternatives to the traditional desktop or workstation offer benefits such as reduced cost, less space, added security and convenient computing for enterprises. "RCS technology which we are propagating at this point of time offers secured centralized desktop and workstation computing. Server based computing, virtual desktop infrastructure and CCI (Consolidated Client Infrastructure) forms important offerings of RCS,"informed Sameer Mathur, Head -- Solutions Partners Organization, Hewlett Packard India Sales Pvt. Ltd.The benefits of virtualization is spread across the spectrum from basic users to CIOs to multi-user organizations. We are empowering partners to tap this emerging technology of future through our extensive 'RCS' suite, he added. The vendor has tied up with 15 channel partners including system integrators and VARs across India under 'Blade Runner Program'. "We are looking at RCS focused set of partners who are high up on technical expertise and who will adopt this technology faster,"he said.

The RCS partners are focusing more on CCI, which is a blade PC technology. Mathur explained, "Blade PC is the future of client computing, particularly in datacenters, where customers can gain immediate advantages of RCS technology." Any multi-user organization especially BPOs and IT/ITes will adopt this technology faster, he added. This set of 15 partners consisting mainly of regional and national system integrators will tap enterprise and high end mid-market segment. "We believe mid-market and also SMBs will also vouch for this technology as we intend to appoint partners specifically targeting this market segment,"he said. RCS offerings are already sold to organizations in B/C class cities like Ludhiana, Kanpur etc. Most upcountry cities are witnessing mushrooming of mid-market enterprises, he said.

RCS Partner Portal designed specifically for channel partners provides information needed for selling, marketing and supporting HP products and services. "The portal gives the power to be proactive, productive and the most importantly profitable. Important features include News / Events, Promotions, Products, Pricing, Partner Programs, Certification/Education," said Mathur. The 'Reporting' tool helps partners employee our business reporting tools to see what, when and how much you're selling, review your performance against specific targets to determine how to focus your selling efforts for better returns, he added.

The biggest challenge is to create more market awareness towards RCS technology, he admitted. The vendor is conducting customer awareness programs and customer demo events. "Under 'Blade Runners Program', we appointed initial set of warriors (partners) to propel 'RCS' advantages to customers,"he added. The RCS Elite Club is an exclusive club for RCS partners to share partner experiences, real market scenarios, technology updates, and success stories. Each month there would be a 'Hero' award to help promote participation among the communities, he said.

Blade PC margin is much higher for partners than most hardware business as per Mathur. Partners selling RCS offering need to encompass trained people , exhibit good patience and pursue focused approach. As he explained, "Channels need to be sure that their sales/technical staff is trained and up-to-date on this technology. The sales cycles are usually lengthy with more lead time due to nature of solutions, which calls for patience. Finally, being a niche technology offerings, channels need to select and choose customers fit for RCS suite. A focused approach will lead to more customer wins which can act as reference points for future business opportunities."