The FINANCIAL — HP on October 7 unveiled the details of Partner First and Partner Ready, the new partner programs for HP Inc. and Hewlett Packard Enterprise (HPE) respectively.
Both Partner First and Partner Ready will build upon HP’s industry-leading PartnerOne program to help partners of both new organizations capture and capitalize on opportunities through customer-oriented, solutions-led sales, according to HP.
“Partners are looking for innovative solutions to address customer challenges, programs that enable their own business growth, and easier, simpler ways to do both,” said 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 Partner First Drives Partner Growth and Profitability
The HP Inc. Partner First program is dedicated to being first in driving partner growth and profitability, first in speed and agility, and first in simple and consistent operations.
“With more than 80% of our revenue coming through the channel, partners are critical to our success,” said 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 capitalize on new growth opportunities and quickly adapt to market and customer dynamics.”
First in Sales: 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 maximize business opportunities. Additionally, HP Inc. is expanding the HP Partner First program tracks and introducing a new Integration Track.
First in Simplicity: 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 launching HP Sales Central, providing one place for partner sales representatives to access everything they need to make and close a sale. Additionally, HP Inc. is deploying best-in-class technology, tools and processes to provide partners with greater visibility into their performance.
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.
HP Inc. Partner First program updates will be rolled out worldwide beginning November 1, 2015, and continuing throughout 2016.
Hewlett Packard Enterprise Partner Ready Program Enables Solution-Oriented Sales
The HPE Partner Ready program will enable partners to deliver solutions that help our joint customers evolve to the New Style of Business. 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 organizations, and enable workplace productivity.
“Enterprises are focused more than ever on business outcomes in today’s increasingly competitive business climate” said 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, 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: Partner Ready will continue to provide predictable compensation from $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 authorization, 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 presales 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 customization 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.
Based on HP’s internal analysis of mainstream business class notebooks as of September 23, 2015 with >1 million unit annual sales having pre-installed encryption, authentication, malware protection and BIOS-level protection, passing MIL STD 810G tests, with optional docking incorporating power delivery, clamshell model, Intel Core U-Series or AMD PRO A-Series processors, built in VGA or HDMI, Display Port, RJ-45 and at least two USB 3.0 ports, integrated Smart Card reader, full connectivity offering optional WWAN, and at least 44 WHr battery.
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