- https://iapproltautocm.austin.hp.com/hp-iap-autocomplete/search?companyCode=HPI
- https://store.hp.com/webapp/wcs/stores/servlet/SearchComponentAutoSuggestView?coreName=MC_10001_CatalogEntry_en_US&serverURL=http://g1t4186.austin.hp.com:9081/solr/MC_10001_CatalogEntry_en_US&langId=-1&storeId=10151&catalogId=10051&showHeader=true&lang=en
Accelerating into the future with channel partners | HP Innovation Journal
Accelerating into the future with channel partners
Innovating for speed, simplicity and growth
Jos Brenkel
Global Head, Sales Strategy and Operations, HP
This article introduces an ongoing column starting in the June issue on sales transformation
for HP and partners. We welcome your feedback at hpinnovationjournal@hp.com.
One of the most compelling things about the new HP—the “world’s largest startup”—is the opportunity to innovate in every pocket of the organization. Our mission, “to engineer experiences that amaze,” is being applied as vigorously to our channel strategy as it is to our R&D labs. With the launch of our new company, we are able to be more focused and responsive to our partners’ needs, and help them deliver value in an evolving market.
Innovation at HP is not just about products, but about processes—and both types of innovation have been deployed in radically revamping our channel program for speed, simplicity, and accelerated growth.

Our 250,000 channel partners deliver eighty percent of our global sales, functioning as an independent extension of HP. We deliver value to partners, so partners can deliver value to customers. The execution is complex, but the driving idea is as simple, and powerful, as that.
A focus on delivering value and building loyalty
Customers in every industry are transforming their business models in response to disruptive market conditions, IT innovation, and changing consumer behaviors. IT organizations are increasingly integral to strategic business direction. For partners, great opportunity lies in understanding customers’ challenges, and helping IT teams to provide not just infrastructure but business solutions.
HP Partner First: unlocking opportunity at every level
Some channel partners are farther along on solutions-first selling than others. We have designed our new Partner First program to meet partners where they are on this journey—meeting immediate business needs while making new opportunities available to encourage future growth.
The program features three tracks: Transactional, Value and Alliance, and OEM. The Transactional track is helpful for volume sellers and small companies that don’t have a large service business. The Value track is optimized for VARS moving toward services; it features training and benefits along the road to solutions selling. The Alliance track focuses more on ISVs, and on partners adding value in emerging categories such as immersive computing and 3D printing.
In all three Partner First tracks we are making it easier for partners to access a wealth of streamlined training programs, tools, and processes for speed and consistency across markets and geographies. We are committed to being first in speed and agility, first in simple and consistent operations, and, as a result, first in driving partner growth and profitability.
Building relevant solutions for today, tomorrow and beyond
We started strong with the Partner Navigator program, ensuring a smooth transition in the separation of HPE and HP. We’ve moved to a variable cost model, buying key services as we need them to build current and relevant experiences for our customers. This more cost-effective and dynamic approach is an example of the IT best practices we encourage partners to embrace, on behalf of their customers. It’s completely transforming the way we interact with the channel in areas such as pricing, e-business, channel data collection and predictive analysis.
The global channel infrastructure is complex, but the formula is simple: speed plus simplicity equals greater sales. Our goal is to enable our partners’ success, delivering innovative and valuable solutions, and setting the stage for a profitable future where we will grow and thrive together. Everyone has a customer—the job of our solutions is to create value for our customers, so they can in turn create value for their customers.
30 words or less: Jos' take on megatrends and the HP sales channel




GTM evolution for HP: Mapping shifts in the channel landscape
There are three areas of focus for HP’s product and solutions development: Core, Growth, and Future. The Core category is shrinking—it is built on a transactional business model. At the same time, Growth and Future categories are getting larger. Our strategy is to slow down deceleration in Core by growing market share, which we do by out-executing competitors and putting more focus on online partners. The growth and future categories represent a shift to a contractual business model. It’s a different mindset requiring different capabilities and new relationships with systems integrators.

Core
Products focus on reinvigorating printing in the home, capturing commercial print market share, and leveraging our PageWide technology. In Personal Systems we’re focused on leading in commercial, delivering the best devices across multiple operating systems and form factors.
Growth
We are driving solutions areas. This means leading and expanding the market in commercial mobility, while also capturing copier pages and driving the digital transformation in Graphics.
Future
We are building a strategic partner ecosystem to drive new solutions and services for tomorrow, including 3D Printing and Immersive Computing.

Jos Brenkel
Jos Brenkel
Select Your Country/Region and Language
Close Country/Region Selector Dialog- Africa
- Afrique
- Azərbaycan
- België
- Belgique
- Česká republika
- Danmark
- Deutschland
- Eesti
- España
- Europe, Middle East - Africa
- France
- Hrvatska
- Ireland
- Italia
- Kosovo
- Latvija
- Lietuva
- Magyarország
- Malta
- Middle East
- Moldova
- Nederland
- Norge
- Österreich
- Polska
- Portugal
- România
- Saudi Arabia
- Shqipëria
- Slovenija
- Slovensko
- South Africa
- Suisse
- Suomi
- Sverige
- Switzerland
- Türkiye
- Turkmenistan
- United Kingdom
- Ελλάδα
- Беларусь
- Босна и Херцеговина
- България
- Казахстан
- Россия
- Северна Македонија
- Србија
- Украина
- Հայաստան
- ישראל
- الشرق الأوسط
- المملكة العربية السعودية
- საქართველო
HP Worldwide
Select Your Country/Region and Language
- Africa
- Afrique
- América Central
- Argentina
- Asia Pacific
- Australia
- Azərbaycan
- Bangladesh
- België
- Belgique
- Bolivia
- Brasil
- Canada
- Canada - Français
- Caribbean
- Česká republika
- Chile
- Colombia
- Danmark
- Deutschland
- Ecuador
- Eesti
- España
- Europe, Middle East - Africa
- France
- Hong Kong SAR
- Hrvatska
- India
- Indonesia
- Ireland
- Italia
- Kosovo
- Latvija
- Lietuva
- Magyarország
- Malaysia
- Malta
- México
- Middle East
- Moldova
- Nederland
- New Zealand
- Norge
- Österreich
- Pakistan
- Paraguay
- Perú
- Philippines
- Polska
- Portugal
- Puerto Rico
- România
- Saudi Arabia
- Shqipëria
- Singapore
- Slovenija
- Slovensko
- South Africa
- Srilanka
- Suisse
- Suomi
- Sverige
- Switzerland
- Türkiye
- Turkmenistan
- United Kingdom
- United States
- Uruguay
- Venezuela
- Việt Nam
- Ελλάδα
- Беларусь
- Босна и Херцеговина
- България
- Казахстан
- Россия
- Северна Македонија
- Србија
- Украина
- Հայաստան
- ישראל
- الشرق الأوسط
- المملكة العربية السعودية
- ไทย
- საქართველო
- 中华人民共和国
- 中國香港 - 繁體中文
- 日本
- 臺灣 地區
- 한국
- Recalls|
- Product recycling|
- Accessibility|
- CA Supply Chains Act|
- Site Map|
- Privacy|
- Use of cookies|
- Personal data rights|
- Terms of use|
- Limited warranty statement|
- Terms & conditions of sales & service|
© Copyright 2021 HP Development Company, L.P.