Channel on high alert as HP Inc and Hewlett Packard Enterprise unveil new-look Partner Programs
- 20 October, 2015 05:43
Dion Weisler, future President and Chief Executive Officer, HP Inc
HP has unveiled the details of Partner First and Partner Ready, the new partner programs for HP Inc. and Hewlett Packard Enterprise (HPE) respectively.
According to the tech giant, both Partner First and Partner Ready will build upon HP’s PartnerOne program to help partners of both new organisations capture and capitalise on opportunities through customer-oriented, solutions-led sales.
“Partners are looking for innovative solutions to address customer challenges, programs that enable their own business growth, and easier, simpler ways to do both,” says Al Chien, Executive Vice President, Dasher.
“The HP Partner First and Hewlett Packard Enterprise Partner Ready programs will provide partners with greater flexibility and focus, allowing us to capture opportunities in key markets.”
HP Inc - Partner First
The company says the HP Inc. Partner First program aims to become the first in driving partner growth and profitability through the channel.
“With more than 80 percent of our revenue coming through the channel, partners are critical to our success,” says Dion Weisler, future President and Chief Executive Officer, HP Inc.
“Separation is a catalyst. As we create a new HP, we have a focused strategy that will enable our partners to provide innovative products and solutions that amaze customers.
“Together, we will capitalise on new growth opportunities and quickly adapt to market and customer dynamics.”
First in Sales: Weisler says HP Inc. will offer “comprehensive services and sales support” that gives its partners the incentives and skills they need.
“HP Inc. is introducing new Partner First Services that will enable partners to maximise business opportunities,” Weisler adds.
“Additionally, HP Inc. is expanding the HP Partner First program tracks and introducing a new Integration Track.
First in Simplicity: Weisler says HP Inc. is making it easier for partners to do business by introducing streamlined programs, tools, and processes that deliver innovation and consistency across all markets and geographies.
HP Inc. is also launching HP Sales Central, providing one place for partner sales representatives to access everything they need to make and close a sale.
First in Speed: HP Inc. is providing partners with "increased agility and responsiveness" through new marketing tools that help partners "accelerate and simplify" their marketing campaign creation.
Weisler says HP Inc. Partner First program updates will be rolled out worldwide beginning November 1, 2015, and continuing throughout 2016.
Hewlett Packard Enterprise - Partner Ready
Meanwhile, the HPE Partner Ready program will enable partners to deliver solutions that help joint customers evolve to the New Style of Business.
According to the company, this evolution is based on four core transformation areas, all powered by HPE solutions and expertise: transform to a hybrid infrastructure, protect the digital enterprise, empower data-driven organisations, and enable workplace productivity.
“Enterprises are focused more than ever on business outcomes in today’s increasingly competitive business climate,” says Meg Whitman, who will become President and Chief Executive Officer of Hewlett Packard Enterprise.
“As we look toward Day 1 of Hewlett Packard Enterprise, we remain committed to the channel and helping partners accelerate growth through delivering comprehensive technology solutions to meet today’s customer demand.
“We are thrilled to start this new chapter together.”
Announced in March 2015, Whitman says the Partner Ready program retains the core membership models and financial and non-financial benefits of HP’s best-in-class PartnerOne program while adding further enhancements to help partners via improved partner profitability, increased demand generation and comprehensive partner enablement.
Driving Demand: HPE will launch a brand-new, best-in-class partner locator, roll out the previously announced Planned Marketing Development Funds (MDF) program, and add new cloud services to the Helion Partner Marketplace (US only).
Enhancing Profitability: Whitman says Partner Ready will continue to provide compensation from US$1 with no gates or caps, and offer additional incentives to solution providers who deliver Hybrid IT and Aruba wireless networking solutions.
HPE will also offer a new Partner Ready International Program, providing streamlined export authorisation, global pricing, and "simplified program requirements" to partners serving multi-national customers.
Enabling Partner Sales and Technical Teams: HPE has introduced both a single new Sales Certification aimed at helping partner sales teams identify new opportunities, and new Knowledge Credits to reward continuous learning activities.
In addition, HPE will provide incremental training enabling partner sales and pre-sales teams to accelerate their customers’ business transformation.
HP Financial Services
To help partners seize revenue opportunities with greater speed and ease, the HP Financial Services (HPFS) Partner Connection Portal has expanded coverage to 18 countries worldwide with a suite of feature enhancements.
Partners can now accelerate their deal cycle with automated credit scoring within a minute. Additionally, partners can take customisation to a new level, with the ability to set price, profitability and configure a unique solution (including hardware, software and services) to meet customer needs.
The HPFS Partner Connection Portal is currently an integrated function of the HP Unison partner portal, available to both Partner Ready and Partner First partners.