HP Announces Program for HP Channel Partners to Deliver SAP's R/3 to Mid-Market Customers; HP Best-in-Class Resellers Successfully Delivering R/3

Business Wire, Nov 19, 1996

PALO ALTO, Calif.--(BUSINESS WIRE)--Nov. 19, 1996--Hewlett-Packard Company today announced the HP Mid-Market Program for SAP, providing SAP's R/3 enterprise solution to end-user customers in the mid-market.

The program combines HP best-in-class resellers with R/3-specific training and HP Professional Services Organization training to deliver a complete R/3 implementation. Leads for this program are being generated by a comprehensive marketing campaign funded by the resellers, HP and SAP.

"SAP recognizes the unique needs of the middle market and the importance of delivering a solution designed to meet its specific requirements," said Jeremy Coote, president of SAP America. "The HP Mid-Market Program will enable SAP to continue delivering on these demands while leveraging the vast distribution channel established by HP."

Customers purchase a bundled solution that includes the components and services required for a rapid, low-cost R/3 implementation. The joint HP and SAP program has the following five components, which can be mixed and matched depending upon the requirements of the end-user customer.

SOFTWARE AND SERVICES

The R/3 software is delivered directly from SAP, while HP delivers a combination of products and services via the reseller network. SAP's direct sales force delivers the standard R/3 solution consisting of the appropriate modules purchased by the customer. HP's national consulting practice, in conjunction with the reseller network, completes the delivery picture.

APPLICATION IMPLEMENTATION CONSULTING

HP's Professional Services Organization or systems integrators provide application implementation consulting for R/3. The program has identified consulting partners to work with the HP certified resellers. Consulting partners that have a specific mid-market focus include HP's consulting practice for SAP and national or regional implementation partners across the United States. These R/3 implementation partners already are implementing R/3 in an accelerated approach.

Both HP, with its Rapid/3, and SAP, with its ASAP program, have accelerated implementation approaches for R/3 with a focus on mid-market organizations. HP's program will deliver an accelerated implementation at a fixed price.

IT INFRASTRUCTURE

HP best-in-class resellers supply HP servers and some or all of the following technical integration consulting for the IT infrastructure and systems-management expertise. The reseller has the option of reselling HP's consulting services for these functions. Depending upon the customer's requirements, HP servers can be HP 9000s running the HP-UX(1) operating system or HP NetServer systems running Microsoft(R) NT.

OUTSOURCING

Some customers choose to outsource all or part of their computer operations. Should a customer choose this option, outsourcing services are currently provided by HP. Other outsourcing providers are currently being evaluated by HP for inclusion in the program.

FINANCING

Should a customer require financing of hardware, software and consulting services, HP will identify companies to assist them. Financing options are provided by HP and Forsythe Solutions Group.

Resellers and systems integrators participating in this program have been certified by HP and SAP, assuring customers that any of the participants can meet their requirements. HP is evaluating expanding the program to Canada by year's end and later to other countries in the Americas. The HP Mid-Market Program for SAP was launched at the end of June with the following channel partners:

Actium Corporation

DIS Research, Ltd.

Forsythe Solutions Group

Infoworld, Inc.

Lilien Systems

Melillo Consulting Solutions, Inc.

Micro Solutions

Perfect Software, Inc.

Piedmont Technology Group

Premier Systems Integrators, Inc.

Sysix Technologies, Inc.

"HP and SAP have put together a very innovative program to reach mid-market customers," said Clark M. Straw, general manager of worldwide channels marketing for the Computer Systems Organization. "HP and all the other participants have been extremely pleased with the new business being generated by this program."

HP is better positioned than any other company to help customers implement HP-UX and NT operating environments into MVS, AIX, OS/400, VMS, Solaris and other legacy computing environments. While continuing to lead the worldwide UNIX(R) system market with the HP-UX-based HP 9000 workstations and servers, the company also will lead the development and deployment of NT solutions on HP NetServer products. HP is focused on being the best at designing and implementing key technologies and is broadening its consulting, education and support services to integrate mixed NT/UNIX system environments.

HP is the world's leading supplier of open enterprise computing and is the second-largest computer supplier in the United States, with computer revenue of $25.3 billion in its 1995 fiscal year. HP has been delivering PA-RISC(2)-based business computers since 1986 with high reliability, data integrity, data availability and systems availability.