HP Accelerates Partners’ Path to Growth

News Release
HP Accelerates Partners’ Path to Growth
Enhanced HP PartnerOne programme delivers simplicity and profitability

AUCKLAND, New Zealand, Oct. 2, 2013 — HP today announced enhancements to its global PartnerOne programme, making it easier and more predictable for partners to do business with HP—helping them to gain a competitive advantage and increase profitability.

The simplified programme will focus on a structure that offers a predictable and profitable compensation model with new competitive rebates. This includes streamlined certification requirements and the creation of role-based certifications spanning all regions and HP business units, including HP Enterprise Group, HP Software, and HP Printing and Personal Systems.

The HP PartnerOne enhancements also include an intuitive membership structure and an enhanced partner portal navigation experience.

HP partners such as Convergent Technologies Group, an enterprise solutions partner, are already talking about how these improvements will foster growth, increase revenue and make it easier to work with HP as well as their customers.

“In order to grow business, partners need programmes that offer tailored resources as well as effective training and support to help our customers meet their goals,” said John Monahan, executive vice president, Sales, Convergent Technologies Group. “The new HP PartnerOne model provides us with the right tools and incentives we need to grow our business with HP and our customers.”

Consistent and predictable 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

“Core Compensation” enhancements include the removal of gates and caps, enabling qualifying partners to begin earning rebates from their first sale and giving them access to unlimited earning potential

In addition, HP is now listing new competitive rebate rates for each HP PartnerOne level in the HP PartnerOne Compensation Matrix, which can be accessed through the partner portal.

Intuitive 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.

Streamlined certification process simplifies specialisation requirements
Partners with higher numbers of HP ExpertOne certified sales and presales professionals are better positioned to close more deals. In order to simplify the certification process, HP has cut in half the number of technical certifications and created role-based certifications that require significantly less time out of office for individuals enrolled in these courses. For example, the number of technical certifications in the HP Enterprise Group has been reduced from 44 to 22 and the number of exams required to obtain an Accredited Technical Professional (ATP) Server certification will drop by 80 percent in 2014, compared to 2013.(1)

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

Enhanced Partner Portal for quicker access to tools and content
HP partners also will begin to see updated HP branding and an improved partner portal navigation experience requiring fewer clicks to access important information, resources and tools. These upgrades will go live beginning in early 2014.

“HP understands that in order for our partners to grow their business and remain competitive we need to evolve how we work together,” said Chris Spence, channel manager, Enterprise Group, HP South Pacific. “We’re making the PartnerOne programme simpler, more profitable and more predictable with a predictable compensation model, a consistent membership structure as well as a streamlined certification process.”

Availability
HP PartnerOne enhancements are available in New Zealand beginning Nov. 1. Partner portal enhancements will go live in early 2014.

HP's premier EMEA client event, HP Discover, takes place Dec. 10-12 in Barcelona, Spain.

ENDS

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