HP’s Global Partner Conference: Making HP a Partner of Choice
It’s no secret that the IT industry is undergoing a tectonic shift. At HP, we believe the changes brought on by this New Style of IT bridge both the enterprise and consumer worlds, impacting the basic ways in which people communicate and collaborate. Advancements in big data, cloud, mobility and security create opportunities across all sectors. From marketers to manufacturers, our customers are seeking custom solutions to meet this revolution head on.
This is a key theme at this week’s Global Partner Conference – an annual opportunity to gather with our top partners. In many circumstances, our partners are the face of HP; they are our colleagues on the front lines who help us serve our customers every day. We know that is a huge responsibility and understand that the channel is critical to our ecosystem and success.
In fact, nearly 70 percent of our revenue flows through our partners. To continue driving growth, we must make it easier to do business, and do so on our customers’ terms. But we must also do it together with our partners.
That’s why, over the past year, we undertook a massive effort to improve HP’s channel program, make it easier to do business with us and set up our partners to win. While we made some significant improvements, we are really excited about the continued enhancements our partners can expect throughout this year. We believe a best-in-class partner program includes:
- Intuitive membership structure with a new four-tier system for increasing reward levels;
- More predictable compensation—no gates, caps or double-digit rebates;
- New specializations in key growth areas such as big data, cloud and networking;
- New tools to accelerate SMB business including solution blocks, technical briefs, configuration and order templates; and
- Streamlined certification requirements to ensure optimal skills and effectively architect customer solutions.
From an operational excellence standpoint, we’re also rolling out our new HP Unison platform to deliver better and more integrated sales and marketing collaboration for our partners, resulting in better end results.
We believe that HP is the partner of choice for the channel, and that together we can drive profitable growth today – and for the future. Together, we can disrupt markets to create new opportunity and shift to selling business outcomes at the intersection of hardware, software and services. Together, we can capitalize upon existing opportunities for technology refreshes, up-selling and cross-selling. And, together, we can accelerate our partners’ businesses through transformation workshops, cloud certifications, flexible capacity services, converged cloud and cloud builder specialists, system financing, and channel sales plays.
If it seems like we’re doubling down on the channel, you’re right. Our channel enhancements are intended to increase partner collaboration with HP. As an early proof point, our PartnerOne executives are already hearing good feedback from our Platinum Partners, more than 50 percent of which have indicated they plan on growing their HP business by more than 10 percent this year. Together with our partners, we can capitalize on existing opportunities and capture the once-in-a-generation opportunities for growth that the New Style of IT provides.