HP accelerates partners’ path to growth

HP has announced additional enhancements to its global PartnerOne program, making it easier and more predictable for partners to do business with HP – helping them to gain a competitive advantage and increase profitability.

The HP PartnerOne enhancements include new HP PartnerOne Specializations 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.

These 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 and unleashed partners` earning potential.

HP partners such as Convergent Technologies Group, an enterprise solutions partner, are already talking about how these improvements will foster growth, increase revenue and make it easier to work with HP as well as their customers.

“In order to grow business, partners need programs that offer tailored resources as well as effective training and support to help our customers meet their goals,” said John Monahan, executive vice president, Sales, Convergent Technologies Group. “The new HP PartnerOne model provides us with the right tools and incentives we need to grow our business with HP and our customers.”

New specializations in key growth areas create new business opportunities
HP is adding new specializations within its membership structure that focus on key growth areas such as cloud, big data and services:
· New Platinum specializations include Software as well as a Platinum designation for the existing Converged Infrastructure specialization.
· New Gold specializations include Cloud Builder, Vertica, ServiceOne Enterprise and ServiceOne Printing and Computing.
· New Silver specializations include Autonomy, Vertica, ServiceOne Enterprise and specifically for PPS in EMEA, Workstations.

HP’s new Cloud Partner Solution Navigator – an online resource that provides details on partners’ areas of specialty – will help customers locate the right HP partner to help them as they migrate to the cloud.

HP also will promote the highest partnership levels in HP end-user marketing campaigns and list these partners by membership level on the HP Global Partner Locator.

In addition, Printing & Personal Systems (PPS) in Europe, Middle East and Africa, are 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 maximize, 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 more collaborative and optimized approach.

Consistent and predictable compensation model boosts partner profitability
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 focuses 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.
· Targeted products and services sales incentives.

Streamlined certification process simplifies specialization requirements
Partners with higher numbers of HP ExpertOne certified sales and presales professionals are better positioned to close more deals. In order to simplify the certification process, HP has cut in half the number of technical certifications and created role-based certifications that require significantly less time out of office for individuals enrolled in these courses. For example, the number of exams required to obtain an Accredited Technical Professional (ATP) Server certification will drop by 80 percent in 2014, compared to 2013.

Enhanced partner portal for quicker access to tools and content
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 vice president, Indirect Sales, Enterprise Group, HP. “We’re making the PartnerOne program simpler, more profitable and more predictable with the addition of new specialization tracks, a predictable compensation model, a consistent membership structure as well as a streamlined certification process.”