HP Wins Channel Champion Crown For Thin Client
CRN Network, Jul 16, 2014

HP beat last year’s winner NComputing to win the Channel Champion title in the thin client category; Dell-Wyse ranked third

HP beat last year’s winner NComputing to win the Channel Champion title in the thin client category. Dell-Wyse ranked third. RDP, VXL and Enjay received more than 5 percent votes but less than the cut-off of 10 percent.

Hewlett-Packard
Polling 30 percent votes, HP did well in the thin client category largely on the back of its market aggression, improved partner policies and channel engagement.

HP was aggressive with the multiseat computing solution which included Microsoft Windows Multipoint Server. With deep educational subsidies from Microsoft, partners offered a Windows 7 node at around Rs 1,000 per seat


The company enhanced its product portfolio with new models in zero thin clients, mobile thin clients, workstation thin clients and even AIO-based thin clients.

Respondents informed that HP offered aggressive SPC, sometimes giving a discount of as much as 30 percent on thin clients especially when it was part of a complete solution that included servers, storage and networking.

Partners appreciated the pre-sales and pricing support provided by the HP team, and also noted improved rebates and simplified processes for deal registration, SPCs, incentive claims and pay-outs.

In the SMB segment, respondents noted improved stocking of the entry-level models, t310 and t410, which even some tier-2 volume partners began stocking. These two models were 15-20 percent more expensive than comparable models from NComputing; this, respondents said, made HP thin clients uncompetitive in 5-25 node orders; on orders above that, respondents usually got price discounts.

HP was aggressive with the multi-seat computing solution which included Microsoft Windows Multipoint Server. With deep educational subsidies from Microsoft, partners offered a Windows 7 node at around Rs 1,000 per seat.

scorecard-thin-client-cc


Also, the company has several ISV partnerships in the education ERP application space, thus allowing partners to provide a holistic solution.

NComputing
Last year’s winner NComputing was the most widely-available thin client. However, its channel business was impacted by firmware compatibility issues with Windows 7 and 8.

According to respondents, the company’s popular L300 series and X550 faced several technical issues surrounding support for Windows 8, graphical rendering and audio synchronization. While these issues were fixed by Q3FY2013-14, partners reported a dip of 25-30 percent in sales and instead sold Intel Atom-based thin clients from other value-brands.

NComputing continued to be competitive with its pricing that ranged from Rs 6,500 to Rs 12,000 for its various L, M and X series models available through distribution. This made it 15 and 25 percent cheaper than HP and Dell-Wyse.

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