HP’s Revamped PartnerOne Program: Recommitting to the Channel
After 25 years at HP, I recently took on a new role focused on our indirect sales, including HP’s channel alliances and equipment manufacturer relationships. It’s an exciting time to be in this role as we work to return HP to its channel roots.
Just two years ago, HP had many diverse partner programs in different countries. We realized that we needed to recommit to the channel, strengthen our relationships and make it easier to partner with HP. We needed to deliver consistent, simple and competitive programs that the channel could count on every single day.
The result was an enhanced HP PartnerOne program, which offers sales and marketing tools to help partners generate new leads, increase demand for products and services, mine existing business and make the sale. Our partners raved about the program, but we remained committed to delivering even more channel innovations and making the PartnerOne program even simpler and more profitable. Informed by feedback from our long-term partners, we’ve made some additional investments that will empower our partners with financial incentives for sales growth.
Effective last week, HP partners can now expect the following through HP PartnerOne:
- Increased back-end rebates, sales growth bonuses and sales quota accelerators
- No cap on earnings from incentives
- More Marketing Development Fund (MDF) flexibility
- Quick, seamless support from HP representatives
We also streamlined the partner certification process, making it easier for partners to identify and complete the training needed to achieve product and solution specializations. And we’re vectoring partners to areas like cloud, big data and security—areas where we see market growth and they can make more money.
These updates to the HP PartnerOne program are part of Meg Whitman’s two-year sales renaissance, focused on making it easier and more profitable to partner with HP as customers journey to the New Style of IT. HP succeeds when our partners succeed and, as Meg reiterated last month in her keynote at the Best of Breed Conference, "Partners have always been at the heart of Hewlett-Packard. That is truer today than it ever has been before."
Two years through our five-year turnaround plan, we now have a channel program that lives up to the PartnerOne name. We are pulling the best of HP together, investing in our partners and stepping forward as a market leader in the channel. Stay tuned for more.