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HP Rolls Out partnerONE Initiative in Asia Pacific and Latin America

Enhancements in United States and Europe Continue to Reward Partners, Simplify Collaboration
PALO ALTO, CALIF., MAY 13, 2003

As part of its worldwide partner strategy, HP (NYSE:HPQ) today announced the rollout of its partnerONE initiative in Asia Pacific and Latin America as well as recent enhancements made in the United States and Europe, the Middle East and Africa (EMEA).

PartnerONE is designed to help HP's partners grow top-line revenue and bottom-line profitability, reward performance and initiative, and make program administration more efficient and flexible. There are more than 210,000 HP commercial partners around the globe in more than 160 countries.

Launched in the U.S., Canadian and EMEA markets in late 2002, partnerONE spans HP's entire product and services portfolio and provides benefits to HP partners, including resellers, system integrators, independent software vendors and service providers.

"Now operational in all regions, partnerONE enables us to collaborate closely with partners to meet the demands our customers, whether they be a small- and medium-sized business or a large enterprise," said Jim McDonnell, vice president of marketing and sales programs, HP Personal Systems Group. "Together, we will drive success in the marketplace by providing and delivering consistent, high-quality solutions to customers around the globe. We believe partners provide HP with a true competitive edge in today's marketplace."

Worldwide Partner Framework

With partnerONE, HP has created a worldwide framework that ensures a consistent experience for partners and customers. Additionally, the framework provides the programs and tools used by the company's commercial partners for successful planning and go-to-market initiatives.

Partner collaboration is an integral part of partnerONE. With today's announcement of partnerONE's launch in Latin America and Asia Pacific, each region has now implemented partner collaboration as well as other common elements of partnerONE, which include:

  • ONE partner strategy for partners,
  • ONE membership structure across all products, services and solutions,
  • ONE partner portal for communications and Web-based demand-generations tools,
  • ONE collaborative business planning process,
  • ONE worldwide certification program, and
  • ONE developer and solution partner program.

Additional common elements include market/partner development funds; partner business representatives; competency requirements based on HP Certified Professional standards; sales training; lead generation; and demonstration product availability.

Asia Pacific

The rollout of partnerONE in the 10,000-strong commercial and enterprise partner community in Asia Pacific is occurring in two phases.

First, HP has instituted in the region a number of progressive programs which now form part of the worldwide partnerONE initiative. As in other regions, these programs include member accreditation, the HP Certified Professional and training program, lead generation and distribution, a partner portal and an integrated set of terms and conditions.

A Partner Advisory Board also has been created in Asia Pacific to allow HP management and select wholesalers and corporate resellers across the region to come together to discuss strategic channel issues.

For the second phase, to begin next month, the existing partner relationship management system will be enhanced to provide an integrated and flexible infrastructure to support partners. Additional enhancements include a quarterly planning tool, online performance reporting, and online funds-claim processes and reports with which partners can view rebates, marketing funds and incentives payment status.

Additionally, HP plans to roll out a simplified incentive program for partners in Asia Pacific with standard criteria across HP's various business units.

Latin America

In Latin America, HP will launch partnerONE to all countries, reaching a community of 20,000 partners. PartnerONE is being rolled out in three phases with 7,500 registered resellers participating in phase one. Initial benefits and tools will be expanded in phases two and three. Similar to the United States, the membership framework will be consistent across the region with three levels: Platinum, Gold and Business Partner. Membership criteria may vary by market.

The multi-country area of Latin America will pilot a small- and medium- business network designed to provide benefits that assist SMB-focused solutions providers in growing their business and margins. Rollout is planned to begin in June and is modeled after the recent partnerONE SMB Network implementation in the United States. The SMB Network is planned to expand to Mexico and Brazil later this year.

More information regarding partnerONE in Latin America is available at www.hp.com/la/partnerone.

United States

The latest partnerONE enhancements in the United States include the recent creation of the partnerONE SMB Network designed specifically to help SMB-focused partners grow and be more effective and profitable. To qualify, more than 50 percent or more than $5 million of a partner's U.S. annual revenues must come from SMB customers, which are defined by HP as companies with fewer than1,000 employees.

In addition, HP has increased investment in its partnerONE demo equipment benefits to help partners increase sales and shorten sales cycles. Eligible partnerONE participants can procure, at a competitive discount, a wide breadth of products for demonstration purposes via a process that is easy to administer and support.

Also, deal registration has been streamlined and navigation made easier via the HP Partnership Web portal in order to dramatically reduce the time spent by partners registering deals and claiming rebates.

More information regarding partnerONE in the Unites States is available at www.hp.com/partners/us.

EMEA

In the EMEA region, HP is enhancing partnerONE by implementing a new channel structure designed to improve HP and its partners' competitiveness in the business customer market.

The goals of the new enhancements are to: decrease costs; align go-to-market activities and programs for all HP business units; enable effective and consistent measurement and reward of partner efforts and their value; ensure an effective means to manage risk and retain and grow the revenues of both HP and its partners; and optimize the supply chain to deliver a complete, satisfactory customer experience.

These goals will be accomplished by rewarding partners according to their value creation as logistic service partner, channel development partner or sales and service partner. Contracts reflecting the new channel structure are expected to begin in September.

HP Certified Professional Program

The HP Certified Professional Program has completed the consolidation of HP's certification and training programs and is now the certification standard in all partnerONE programs worldwide. This worldwide program for partners, customers and HP employees offers a total of 60 certification tracks aligned with HP products, technologies and solutions.

There are more than 100,000 HP certified professionals providing worldwide sales, support and service for HP products and solutions. Upcoming enhancements include imaging and printing certifications in each region.

More information is available at www.hp.com/go/certification.

About HP

HP is a leading global provider of products, technologies, solutions and services to consumers and businesses. The company's offerings span IT infrastructure, personal computing and access devices, global services and imaging and printing. HP completed its acquisition of Compaq Computer Corporation on May 3, 2002. More information about HP is available at http://www.hp.com.


This news release contains forward-looking statements that involve risks, uncertainties and assumptions. All statements other than statements of historical fact are statements that could be deemed forward-looking statements. Risks, uncertainties and assumptions include the possibility that the market for the sale of certain products and services may not develop as expected; that development and performance of these products and services may not proceed as planned; and other risks that are described from time to time in HP's Securities and Exchange Commission reports, including but not limited to HP's quarterly report on Form 10-Q for the quarter ended January 31, 2003, and subsequently filed reports. If any of these risks or uncertainties materializes or any of these assumptions proves incorrect, HP's results could differ materially from HP's expectations in these statements. HP assumes no obligation to update these forward-looking statements.

About HP

HP Inc. creates technology that makes life better for everyone, everywhere. Through our portfolio of printers, PCs, mobile devices, solutions, and services, we engineer experiences that amaze. More information about HP Inc. is available at http://www.hp.com.