HP expands and simplifies new programs for partners
By Digital News Asia February 22, 2013
- New products, services, programs and business models for partners to accelerate growth
- Plans to invest US$1.5 billion worldwide in channel programs and IT initiatives in 2013
HEWLETT-Packard (HP) has announced new business models, simplified partner programs, more predictable performance rewards, and tools to deliver consistency in partner engagement.
In 2013, the company will invest approximately US$1.5 billion worldwide in channel programs and IT initiatives designed to reward performance, drive demand and simplify partner engagement.
“Our goal is to deliver a consistent experience that will make it easier for partners to buy, sell and grow profitably with HP,” said Thiyagu Letchumanan (pic), managing director of HP Malaysia and general manager, HP Enterprise Group, Malaysia.
“HP has built one of the industry’s broadest partner ecosystems and we will continue to make significant investments to deliver the greatest business value for HP and our partners,” he added.
HP simplifies PartnerOne program
The HP PartnerOne program offers proven sales and marketing tools to help partners generate new leads, increase demand for products and services, mine existing business and make the sale, the company said.
Changes to the program include:
- Implementing a simplified, consistent compensation model that removes rebate revenue gates and caps to improve partner revenue predictability.
- Increasing rebates for higher specialist designations, delivering more opportunities to increase profitability.
- Extending the amount of time partners have to use their marketing development funds (MDF) from three months to six months, providing more flexibility around both marketing activities and cash flow.
- Rationalizing and simplifying sales and technical certifications in the HP ExpertOne training platform, while maintaining the integrity of individual certifications and making it easier for partners to gain the sales and technical skills to competently service and support customers.
In addition, HP said it was making a "significant IT investment" to roll out its new Unison platform, a globally consistent IT platform that it claimed will enhance the speed, security, targeting and breadth of communications and joint business planning with channel partners.
Autonomy and Vertica transition into PartnerOne
HP has built a Information Optimization portfolio to help clients gain a solid return on information by capturing and analyzing 100% of their information in real time.
To simplify the HP Information Optimization go-to-market strategy within the channel, the company is:
- Launching a comprehensive new Autonomy partner program, designed after PartnerOne, to make it easier to sell, market and deliver HP Autonomy products and services.
- Making the Vertica Analytics Platform available through the PartnerOne program, enabling partners to capitalize on market opportunities associated with high-performance, real-time big data analytics.
The full Autonomy partner program will transition to PartnerOne, HP’s global partner program, in a phased approach throughout 2013.
Opportunities in the cloud
HP is also extending partner programs to increase cloud opportunities for resellers, service providers and independent software vendors (ISVs).
The new HP CloudSystem Ready Program lets members of the AllianceOne Partner Program rapidly bring applications developed for the client server or Internet environment to the cloud.
This program enables ISVs to easily test applications using HP CloudSystem, including access to a test and development environment, training, a self-certification process, promotion resources and ongoing HP technical support.
HP Financial Services, the company’s leasing and life cycle asset management services subsidiary, has extended HP CloudSystem financing to channel partners and their customers moving to the cloud.
This program allows customers to build and scale cloud environments without large up-front cash outlays typically tied to purchasing the technology.
Printing and Personal Systems
To increase partner revenue potential within the HP Printing and Personal Systems (PPS) group, the company has announced a PPS Services Specialization to help partners extend their go-to-market portfolio by offering services that span the entire product life cycle.
According to the company, partners with this specialization will have the tools to excel in selling HP services. They also can apply to deliver these services and get even more involved within the customer life cycle. The specialization also integrates the company’s PC and printer services into the current PartnerOne framework.
The announcements were made at the HP Global Partner Conference 2013 which was held in Las Vegas from Feb 19 to 21.