Hewlett-Packard yesterday detailed a new service delivery offering called Apps-On-Tap in a move that will see resellers shift the sales focus away from price and quantity to service.
Hewlett-Packard's new mechanism in selling services is part of its vision for the future of business on the Internet, which Nick Earle, senior VP and CEO of Enterprise Systems, "is crowded with too many Web sites customers never visit".
The service offering is underpinned by new technology called e-Speak that allows businesses to rent applications on a pay-as-you-use basis. Instead of customers trolling the Net for products or services, Hewlett-Packard's new technology e-Speak does it for them.
The product and service providers who fit the customer's needs-criteria must have a Web site to be considered, Earle explained.
"The second chapter of the Internet is here and its powered by three trends; apps-on-taps, next generation portals and brokerage of services," he said.
"Hewlett-Packard is forward capitilising our partners so we share the risk and the rewards."
Australian Marketing Manager for Hewlett-Packard's Enterprise Systems Group, David Lenz, said that with their new business model, "Hewlett-Packard will change the way resellers are remunerated to a payment on annuity basis".
According to Lenz: "We will of course continue to support those resellers who sell on price and quantity like the Unix sellers. What we're doing is enhancing the reseller's portfolio by giving them an opportunity to provide customers with an Apps-on-Taps service."
The future, as Hewlett-Packard sees it, involves a gradual shift away from product selling to service providing through Apps-on-Taps with customers accessing the Internet via their mobile appliances and not necessarily PCs.
The technology simplifies the Internet for users by reducing the quantity of Web sites to one portal.e-Speak searches Web sites automatically so that when a customer conducts a search the technology scours the Web for solutions, Earle added.