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Canalys Channels Forum: HP delivers Partner Platform for ‘New Style of IT’

Canalys Channels Forum: HP delivers Partner Platform for ‘New Style of IT’

“Partners want to work with vendors that make it easy to do business together"

In revealing enhancements to the HP Unison Platform at the Canalys Channels Forum in Shanghai, HP aims to simplify the process of doing business with its partners.

Designed to empower partners with greater tools throughout the selling cycle, according to a recent Canalys survey, partners rated rebates, deal registration and lead generation among the most important benefits of a partner program.

“Partners want to work with vendors that make it easy to do business together,” said Heather Murray, vice-president, product marketing, HP Solutions Group, Tech Data.

“The HP Unison Platform has helped our partners effectively navigate all aspects of the selling cycle, from developing joint business plans with HP to demand generation and compensation management.

“Through the platform, Tech Data is further enabling solution providers to capture new opportunities that exist in the market, helping them gain efficiencies and improve profitability.”

Murray said HP is “focusing on what matters to partners”, thus enabling its channel community to chase new business, track compensation and develop joint business plans.

In collaboration with partners, HP has redesigned its registration, quoting and pricing processes - the new HP Discount Now and HP QuickQuote solutions enable partner to quickly and efficiently close opportunities.

Murray said the new MyComp Optimizer tool provided partners with “greater clarity”, helping them to better manage and forecast their compensation and rewards.

Improvements also include a single source to view and monitor payments, increased transparency into program performance capabilities and the ability to simulate performance to optimise compensation, improve predictability and maximise payments.

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