May 21, 2019

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HP enhances PartnerOne programme

by Stuart Wilson, Tuesday 1 October 2013

Vendor giant HP has announced a series of enhancements to its global PartnerOne programme. The HP PartnerOne changes include new HP PartnerOne specialisations in key growth areas, new competitive rebates as part of the compensation model, the creation of role-based certifications, a consistent membership structure and an improved partner portal navigation experience.

HP’s Printing & Personal Systems (PPS) group in EMEA is creating clear, simplified rules of customer engagement, which establish parameters for a joint relationship with channel partners. This includes clearly identified and delineated HP- and channel-led segments in order to maximise, simplify and accelerate the sales process and avoid duplication of effort or conflict.

Additionally, a new, dedicated HP team will be created, focused on co-selling with partners in the large enterprise segment to drive growth and profitability. These enhancements will improve HP and its partners’ ability to serve customer needs through a collaborative approach.

HP claims that the changes make it easier and more predictable for partners to do business with HP – helping them to gain a competitive advantage and increase profitability. The enhancements build upon the new membership branding and core compensation updates rolled out earlier this year, when HP announced that it will start paying rewards from first sales.

HP is adding new specialisations within its membership structure that focus on key growth areas such as cloud, big data and services. HP’s new cloud partner solution navigator – an online resource that provides details on partners’ areas of specialty – will aim to help customers locate the right HP partner to help them as they migrate to the cloud.

HP will also promote the highest partnership levels in HP end-user marketing campaigns and list these partners by membership level on the HP global partner locator.

HP is now listing new competitive rebate rates for each HP PartnerOne level in the HP PartnerOne compensation matrix, which can be accessed through the partner portals. This expands the HP PartnerOne compensation model announced in June, which focused on three key areas to help partners drive incremental revenue and increase profitability: core compensation aligned to membership status, growth in new business revenue opportunities, plus targeted products and services sales incentives.

This month, HP partners also will begin to see updated HP branding and an improved partner portal navigation experience requiring fewer clicks to access important information, resources and tools.

“HP understands that in order for our partners to grow their business and remain competitive we need to evolve how we work together,” said Sue Barsamian, senior VP indirect sales, enterprise group at HP. “We’re making the PartnerOne programme simpler, more profitable and more predictable with the addition of new specialisation tracks, a predictable compensation model, a consistent membership structure as well as a streamlined certification process.”

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