Press Release: June 26, 2013

HP Helps Partners Drive Profitability

Enhanced HP PartnerOne program delivers consistent worldwide support across all technology areas

PALO ALTO, Calif. — HP today announced enhancements to its flagship PartnerOne program, helping HP partners to accelerate growth and profitability, while strengthening their competitive differentiation in the market.

Changes to the program will be effective Nov. 1, 2013.

The newly simplified program will focus on a simple structure that offers a predictable and profitable compensation model. This includes streamlined certification requirements spanning all regions and multiple HP business units, including HP Enterprise Group, HP Software, and HP Printing and Personal Systems.

Partners such as PCM, Inc.—a leading technology solutions provider to small and medium sized businesses, midmarket and enterprise customers, government and educational institutions, and individual consumers—are enthusiastically anticipating the arrival of new program elements that deliver a consistent experience and make it easier to purchase, sell and grow profitably with HP.   

“The enhancements to HP PartnerOne will allow PCM, Inc., to plan our investments and better determine accurate rebate projections when selling the HP portfolio,” said Adam Shaffer, senior vice president, Marketing, PCM. “This new model provides PCM the visibility it needs to invest in resources, solutions and demand generation to grow our HP business.”

Consistent compensation model increases partner profitability

HP will focus the HP PartnerOne compensation model 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

These changes expand on the “Core Compensation” enhancements rolled out in May 2013, when HP removed gates and caps, enabling qualifying partners to begin earning rebates from their first sale and giving them access to unlimited earning potential.

Predictable membership structure provides path for growth

HP is introducing new HP PartnerOne membership levels—Platinum, Gold, Silver and Business Partner—which will be consistent across HP business units and available in all regions. This new structure offers greater partner differentiation and is simpler and more intuitive for end customers. Partners also will find it easier to identify opportunities and differentiate their businesses in the marketplace. 

As an added benefit for partners, HP will actively brand the highest partnership levels in end-user customer marketing campaigns.

New certification process simplifies specialization requirements

HP has streamlined its certification process to make it easier for partners to identify and complete the training needed to achieve product and solution Specializations. For example, the number of technical certifications in the HP Enterprise Group has been reduced from 44 to 22. HP’s sales and technical certifications are designed to create world-class experts who can effectively sell and architect the most advanced solutions to deliver the “new style of IT” to HP customers. 

The new process also maintains HP’s high standards of competency for each Specialization and recognizes and builds upon partners’ existing certification investments.

“Partner success is the foundation of HP’s relationship with the channel community, and our programs must evolve to help partners better serve our mutual customers,” said Todd Bradley, executive vice president, Strategic Growth Initiatives, HP. “HP PartnerOne continues to lead the industry by offering partners predictability, simplicity and profitability to allow more partners to increase revenue, earn greater rewards and grow their business with HP.”

This news release contains forward-looking statements that involve risks, uncertainties and assumptions. If such risks or uncertainties materialize or such assumptions prove incorrect, the results of HP and its consolidated subsidiaries could differ materially from those expressed or implied by such forward-looking statements and assumptions. All statements other than statements of historical fact are statements that could be deemed forward-looking statements, including but not limited to statements of the plans, strategies and objectives of management for future operations; any statements concerning expected development, performance, market share or competitive performance relating to products and services; any statements regarding anticipated operational and financial results; any statements of expectation or belief; and any statements of assumptions underlying any of the foregoing. Risks, uncertainties and assumptions include the need to address the many challenges facing HP’s businesses; the competitive pressures faced by HP’s businesses; risks associated with executing HP’s strategy; the impact of macroeconomic and geopolitical trends and events; the need to manage third party suppliers and the distribution of HP’s products and services effectively; the protection of HP’s intellectual property assets, including intellectual property licensed from third parties; risks associated with HP’s international operations; the development and transition of new products and services and the enhancement of existing products and services to meet customer needs and respond to emerging technological trends; the execution and performance of contracts by HP and its suppliers, customers and partners; the hiring and retention of key employees; integration and other risks associated with business combination and investment transactions; the execution, timing and results of restructuring plans, including estimates and assumptions related to the cost and the anticipated benefits of implementing those plans; the resolution of pending investigations, claims and disputes; and other risks that are described in HP’s Quarterly Report on Form 10-Q for the fiscal quarter ended April 30, 2013 and HP’s other filings with the Securities and Exchange Commission, including HP’s Annual Report on Form 10-K for the fiscal year ended October 31, 2012. HP assumes no obligation and does not intend to update these forward-looking statements.

© 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.

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