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All eyes on HP’s channel vision

by Stuart Wilson, Friday 29 February 2008

The channel changes occurring in the US have a habit of eventually filtering through to the EMEA region. Bearing this in mind, ChannelEMEA takes a closer look at some of the announcements that grabbed the headlines during HP’s Americas Partner Conference in Las Vegas this week.

The vendor giant shared its long-term growth strategies with more than 1,000 channel partners from across the Americas and also revealed some enhancements to its flagship PartnerONE channel programme. The assembled partners heard from CEO Mark Hurd and channel boss Adrian Jones as HP reaffirmed its long-term commitment to the success of its partner community.

“HP has been focused on the channel for nearly 30 years, and our commitment today to our partners is stronger than ever,” said Hurd. “We plan to accelerate our momentum in the marketplace by providing our partners with the programs, tools and resources that deliver real results.”

Enhancements to the PartnerONE programme included a new set of ‘green’ technology tools and resources for partners. HP also took the opportunity to introduce its latest entry-level storage solution for the midmarket at the event. HP claims that the changes to its PartnerONE programme are designed to help drive additional growth and streamline compensation for partners.

“PartnerONE is a rich and diverse programme that HP continually reviews and updates to reflect partner feedback and market trends,” said Adrian Jones, VP and general manager, SPO Americas at HP. “The latest programme enhancements were created to offer even more rewards for partners driving new business growth, as well as to identify opportunities for partners to capitalise on new markets.”

Channel changes

New PartnerONE program enhancements and resources include:

1. Storage Select Authorisation – Designed to provide more partners with more growth opportunities, HP Storage Select is a new authorisation that enables eligible partners to resell select storage solutions in the fast-growing midmarket space. The simplified authorisation enables partners to sell the new HP StorageWorks Enterprise Virtual Array 4400 (EVA4400) and the entry-level EVA4X00 series products, software, services and options.

2. New Upfront Benefits – Two new compensation offers reward partners with upfront benefits when they sell qualifying business-critical systems, enterprise storage and services from HP to net new customers or in sales into the commercial customer segment. Designed to further reward partners for new business growth, the New Business Opportunity (NBO) benefit gives partners greater visibility to applicable pricing and benefits during the negotiation and decision-making stages of new business deals and eliminates the need for backend claims for the offer. The new Commercial Target benefit provides new upfront benefits for sales into the commercial segment. Additionally, when partners use the new Technology Solutions Group Value Big Deal website, all requests for TSG products are submitted using a New Deal Registration Tool that combines NBO and Value Big Deals into one, streamlined process.

3. Growth Accelerator – The Growth Accelerator offer first introduced in March 2007 has been expanded with new HP Services Growth Accelerator and DataCentre Growth Accelerator offers. The HP Services Growth Accelerator offer rewards partners with additional financial benefits when they meet and exceed services sales goals, while the DataCentre Growth Accelerator increases rebate payments for partners who carry multiple Elite designations.

4. Green Expressway – A new set of ‘green’ resources helps partners grow their businesses while helping end-user customers implement environmentally sound technology solutions. The Green Expressway on the HP Partner Portal provides partners with information specific to HP’s energy-efficiency programs, the latest environmental news, industry research and more. The site goes live on the portal this week.

The Americas Partners Conference also set the stage for a series of meetings designed to help HP and its partners align business strategies for optimal, profitable growth in 2008. Throughout the conference, heard what the vendor was doing to help make it simpler, easier and more predictable to do business with HP. The conference concluded on Wednesday February 27th.

CE ANALYSIS: HP’s Green Expressway plans show just how mainstream the concept of ‘green computing’ has now become. The IT industry is keen to show its green credentials, using this emerging field not just to help customers meet their corporate social responsibility expectations, but also as a means of initiating dialogue on power consumption and running costs.

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