Workday expands its portfolio, industry and geographic focuses to sustain momentum as competitors mature their own clouds

By Jillian Mirandi, Senior Analyst

Workday leverages a three-pronged strategy to expand addressable market and sustain revenue growth

Workday’s continued revenue growth, 74% year-to-year in 2Q14, demonstrates the company’s ability to lead with its core cloud-delivered human capital management (HCM) application and drive share-of-wallet expansion through product add-ons and new applications. TBR believes competitors such as Oracle and SAP are feeling pressure from Workday’s inherent cloud delivery model and agility, spurring investments in solution simplification and cloud-based HCM. We expect Workday, while lacking the scale and distribution channels of its larger competitors, will leverage a three-pronged strategy to broaden its addressable market: Expand services partner ecosystem, tailor solutions to industries and increase global presence. We anticipate Workday will put a larger emphasis on building out Workday Financial Management, which has reached nearly 100 customers and offers more opportunities for industry and regional customization than HCM. Continue reading

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HP and Avaya team up to differentiate in unified communications

By Cassandra Mooshian, Analyst

HP ES gains Avaya’s unified communications (UC) and private cloud capabilities as well as service delivery personnel, while Avaya benefits from HP’s cloud portfolio and global reach

HP Enterprise Services (ES) and Avaya entered into a strategic partnership on Tuesday under which the companies will offer Unified Communications as a Service (UCaaS), Contact Center as a Service (CCaaS) and infrastructure modernization services such that the companies can address global demand for collaboration solutions that promote business efficiencies and outcomes. Avaya’s capabilities will be integrated into HP’s Business Process Services practice and drive portfolio enhancements for both companies around mobile applications, networking, software, infrastructure and managed services.

As part of the agreement, Avaya is transferring a group of its private cloud services (PCS) employees and subcontractors to HP’s Business Process Services group, where they will focus only on the delivery of the UCaaS and CCaaS infrastructure and services and solutions to Avaya, not to market. The sales portion of the agreement will be handled by Avaya, delivering the private cloud solutions to customers and retaining its customer relationships, essentially acting as a broker of HP cloud and providing dedicated resources to HP. Continue reading

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HP will invest in its network virtualization capabilities to capture customer spending in Communications and Networking

By Scott Dennehy, Engagement Manager/Senior Analyst

HP will leverage demand for NFV solutions to boost its revenue in the telecommunications vertical

HP’s Communications Services declined an estimated 3.6% year-to-year in 2Q14, driven by reduced customer spending and the company’s emphasis on high-margin, application-focused consulting and systems integration, as this strategy limits revenue opportunities with telecom service providers. TBR believes HP is also losing and/or ceding some services market share to telecom vendors such as Ericsson and Huawei as these competitors bulk up their professional services and outsourcing organizations and move into IT.

However, service providers’ need for assistance in implementing new business models and obtaining operational efficiencies remains strong. Service providers are particularly interested in transforming their network, OSS and BSS domains to reduce opex. HP’s Communications, Media & Entertainment (CME) division will continue to sharpen its focus on these trends and deliver solutions that enable service providers to grow revenue and lower expenses, such as NFV. In February HP officially formed its NFV group, led by Bethany Mayer, who had directed HP Networking since 2011. The establishment of this unit and appointment of a proven leader like Mayer is evidence of how important NFV is to HP’s long-term growth, in the telecommunications segment and beyond. Continue reading

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Cloud, particularly managed private cloud, is a bright spot for HP Services as HP sticks to its core managed services expertise

By Cassandra Mooshian, Analyst

Revenue contraction continued for HP Services in 2Q14 despite HP’s accelerated turnaround and R&D efforts

HP reported $7.7 billion in Services revenue in 2Q14 (fiscal 3Q14), down 5.4% from the year-ago quarter and 1.9% sequentially. Technology Services (TS) revenue declined 2.6% from 2Q13 to $2.1 billion, driven down by weak product sales in prior quarters, despite a recent uptick in attach rates in networking and storage. However, TS aims to rely less on hardware sales to drive revenue by building out its proactive care and data center care solutions to better address customer demand. IT Outsourcing (ITO) and Applications and Business Services (ABS) revenues declined 7.8% and 3.9% year-to-year, respectively, in 2Q14 due to customers migrating to cloud infrastructures, which chips away traditional outsourcing opportunities, and account runoffs that drove revenue and profitability pressures. Signings in HP’s Strategic Enterprise Services segment, which includes cloud, security, mobility and analytics, reportedly grew by double digits from the year-ago quarter while TS signings growth was positive for the first time in nine quarters.

HP reported an Enterprise Services operating margin of 4.1% in 2Q14 and TBR estimates operating margin for the entirety of HP Services, including TS, was 7.2% for the quarter, up 60 basis points from the year-ago quarter and 100 basis points sequentially due to better cost controls as a result of restructuring efforts. We expect HP Services’ margins to improve on year-to-year terms while fluctuating sequentially over the next six quarters as a result of improved processes around service delivery and better workforce utilization. Continue reading

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HP Software falters due to licensing revenue declines and antiquated go-to-market strategy

By Andrew Smith, Analyst

HP Software’s revenue declined a reported 5% year-to-year to $959 million in 2Q14. The Software group’s decline came amid modest corporate gains, a reported 1% year-to-year to $27.6 billion. Software revenues suffered primarily due to a 16% year-to-year decline in license revenues, which support and services revenue growth were unable to offset. TBR believes the marked drop in HP Software’s licensing revenues is a symptom of the accelerating erosion and contraction of traditional licensing models in favor of services-led, cloud-deployed solutions, particularly for IT service management (ITSM) offerings. Based on 2Q14 results, TBR expects HP Software to continue addressing its go-to-market challenges and realign business strategy during 2H14 to better leverage its portfolio of services-based software offerings, particularly around HAVEn, Autonomy and Vertica. Continue reading

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Surging PC and x86 server revenues will provide short-term relief for HP as it inches toward its long-term goals

By Jack Narcotta, Analyst

HP’s revitalized PC business and healthy revenue growth of x86 servers indicate some of the pieces are beginning to fall into place

HP CEO Meg Whitman’s multifaceted turnaround plan continues to grow HP’s stockpile of cash, shielding the company from the effects of a volatile market and position it to invest in growing enterprise segments such as cloud, big data and security. However, the prolonged transition of its traditional business model — selling individual products and discrete solutions stacks — to a solutions-led focus will limit HP’s ability to stem attrition of enterprises to vendors offering less-expensive solutions, such as Lenovo, and a growing number of white-box vendors.

Despite HP’s total revenue in calendar 2Q14 increasing only 1% to $27.6 billion, TBR believes HP is making progress aligning its product portfolio to trends in PC markets and strengthening its go-to-market messaging across all facets of the enterprise marketplace. A revitalized PC business, especially consumer PCs, and sustained success in its x86 server business are positive signs that highlight the segments that will fuel HP’s evolution into an end-to-end solutions provider. Additionally, the company’s revitalized PC business and its ability to counter Dell’s and Lenovo’s efforts to infiltrate HP’s x86 server installed base highlight how HP is successfully leveraging an empowered roster of channel partners to sustain revenue growth. Continue reading

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Salesforce.com moves beyond CRM to drive global customer business transformation

By Jillian Mirandi, Senior Analyst

Salesforce.com takes strategic advisory role to Europe

2Q14 marked Salesforce.com’s fifth consecutive quarter of revenue growth acceleration (38% year-to-year), highlighting the company’s effectiveness positioning itself as a strategic advisor and its portfolio as a means to customers’ business transformations. With the number of large-scale deals increasing, Salesforce.com has moved beyond selling CRM and effectively messages its portfolio as a holistic customer engagement suite spanning sales, marketing and customer service.

Salesforce.com is mature in the U.S., evidenced by its increased industry customization to expand its addressable market, and has also taken steps to increase its European presence over the last year. Salesforce.com leverages a country-specific land-and-expand strategy in Europe; the company builds out infrastructure and engages with partners and customers to develop country-specific knowledge that will help tailor its go-to-market strategy to regional preferences. We believe this is the right approach for Salesforce.com, proven by the region outperforming rest of world in revenue growth at 42% year-to-year. Continue reading

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