HP Revamps Channel-Partner Programs to Help Partners with Its Separation into Two Companies

new headquartersMarch 17, 2015 – Hewlett-Packard reports that it’s updated its channel-partner programs in order to help its distributors and resellers navigate through HP’s upcoming separation into two companies (HP Inc., which will focus on PCs and printing, and HP Enterprise, which will focus on enterprise solutions). It also introduced new programs, including the Partner One Alliance, designed to help partners through the transition.

“As HP continues its path toward becoming two new Fortune 50 companies, we remain laser-focused on maintaining the same commitment to the channel that our partners have come to trust,” commented HP Chairman, President and CEO Meg Whitman. “HP is helping partners maintain business continuity and, at the same time, capture market opportunity through a services-centric, outcomes-driven approach.”

HP Partner Navigator Program

HP introduced the HP Partner Navigator Program, will include dedicated HP Partner Support Centers, and which will help HP distributors and the HP reseller-network maintain business continuity throughout HP’s separation into two companies.

Under the HP Partner Navigator Program:

  • All HP authorized partners have access to HP Partner Support centers that have been expanded to handle HP-separation and operations-related questions. The HP Unison Partner Portal will also remain the “go-to: resource” for all support tools and information.
  • HP’s largest, operationally complex direct partners will receive additional support and resources to ensure they’re fully operational on November 1, 2015. The HP Partner Navigator program includes enhanced support via HP Partner Account Operations Managers who will work directly with named partner employees (Partner Navigators). HP says these teams will work together for successful operation throughout its separation.
  • As part of the Navigator program, HP will offer Regional Escalation Centers. Primary support will continue to be provided by the Partner Account Operations Manager and Partner Support organizations, supported by the HP Unison Partner Portal.

For more information on the HP Partner Navigator Program, visit HP here.

Partner One Alliance

HP also announced the HP Partner One Alliance, which is designed to help top partners continue to offer cross-portfolio opportunities across companies after the HP separation. With the Partner One Alliance, both Hewlett Packard Enterprise and HP Inc. will work together on partner activities and maximize participation in industry channel events. HP says dedicated teams in both HP companies will collaborate to build joint business and marketing plans around specific solutions in key areas of the portfolios. The Partner One Alliance will be available to all HP Platinum, Gold, Silver, and distribution partners.

New Solutions and Programs

HP also introduced key partner program updates and new solutions that it says will help partners continue to drive growth throughout the HP separation and beyond.

The new HP Helion Partner Marketplace is a public-services cloud marketplace that enables resellers to sell, provision, maintain, and invoice a suite of HP public-cloud services for small and mid-size businesses. The HP Helion Partner Marketplace is available now in the United States and will be available in EMEA (Europe, Middle East, and Africa) and APJ (Asia-Pacific and Japan) later this year.

In 2016, HP says it anticipates offering new solutions, programs, and tools to help enterprise partners arm their workforce for selling. These resources, including outcomes-based solutions, HP Consulting offerings, single-sales certification, learning credits, and a Datacenter Care Add-On program, are designed for shifting to a services-led business model.

More details on the HP enterprise partner programs and availability can be found here.

Partner-Program Updates for Growth in Printing and Personal Systems

HP also announced new “Mobility Sales Plays” focused on key vertical markets, and a Mobility Certification program to help partners capitalize on customers’ growing need for “next-generation workforce productivity solutions.”

In November 2016, HP Inc. expects to launch a commercial partner program designed to meet the needs of transactional, solutions-oriented partners and system integrators. The new program is dedicated to ensuring HP Inc.’s continued growth in transactional business, while driving growth in markets such as mobility and managed print services (MPS).

The HP Inc. commercial partner program will consist of four tracks:

  • The Volume track is designed to enable partners to drive transaction business for the HP PC, print, and supplies portfolio.
  • The Value track is designed to enable resellers, solution providers, and system integrators to build and develop practices around Managed Print Services and emerging mobility and IT- as-a-Service offerings.
  • The Alliance track provides select strategic partners with solution planning, marketing, and sales benefits to jointly develop key market segments and categories.
  • The OEM track is designed to enable partners to sell to and build resale business for HP OEM customers

More details on the Mobility Sales Plays and HP Inc. commercial partner program and availability can be found here.

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