Hewlett Packard SA says it`s looking to ignite the spark in its relationships with its channel partners - and better provide customers with its range of total business solutions - with the launch of a bold new Business Partner Programme (BPP) on 1 May.
The BPP is set to woo existing and prospective partners by providing a range of new benefits and driving more business for the solution providers and system integrators that sell and service HP SA products and solutions. The system is also unique in that it offers incentives to individual salespeople, and not just their companies.
"Looking at the growth potential in the South African market, we expect to maximise our opportunities through our partners, who have always been a cornerstone of our sales strategy," said Darryl Brick, channel strategist at HP SA.
"Now, more than ever, the reach and industry-specific skills that our customers need can only be provided jointly with our partners. The BPP is designed to ensure that their relationships with HP are simple, profitable, and long-term - and to ensure that customers are provided with the best solutions available, whether they come directly from HP or an HP partner."
Brick says the BPP will integrate the skills, resources and experience of HP`s channel more effectively with its marketing and sales efforts. One of the ways it aims to do this is by providing a business partner portal, an integrated online channel service which offers partners a variety of services, support and sales tools.
The portal is a key element of the BPP`s loyalty and rewards program, which recognises every point of interaction between the company and its resellers. Using the portal, partners can connect with HP at any time to personalise the information they receive from the company, receive sales leads, book demo equipment and training courses, download marketing and product collateral and track the status of their orders.
The system also does away with any hints of favouritism in providing sales leads by automatically generating leads based on a partner`s grading, which is determined by a mix of factors ranging from revenues to certification and training.
Partners also benefit from HP`s e-Locator, a Web-based tool which makes it easy for end-users to locate their nearest approved HP dealer. End-users in the three main customer segments simply use drop-down menus to locate dealers by region and product type, with comprehensive contact and dealer information provided.
"We share a common goal with our partners - helping customers by delivering solutions effectively and quickly," said Brick. "HP SA has always counted on its partners to help our business grow, and we continue to do so today."
To aid in building partners` skill sets, the BPP will provide partner marketing programs, dedicated business partner events, extensive sales and technical training, certification programs and other incentives. Benefits are adapted further to meet the needs of specific partners.
Training and certification are key in delivering the best value to the customer - and the BPP tracks certifications of individuals, rather than companies, so people take their qualifications with them to any new companies they may join, and the changes are reflected instantly on the BPP database.
"Certification is an important differentiator among solution providers, and allows our customers to be confident that our partners deliver real HP SA expertise that they can`t get from other vendors," said Brick.
One of the first things that BPP developers Intico did was to combine a staggering 27 partner and marketing databases within HP SA into a single database featuring some 5 000 users and their companies. The database is self-updating, with users also getting partner points for keeping their details current.
"HP SA has maintained an unwavering commitment to its channel through some challenging times," said Brick. "We believe that our focus on helping our partners become complete business solution providers is the way to go, because this is what customers are looking for today."
Share
Hewlett-Packard Company - a leading global provider of computing and imaging solutions and services - is focused on making technology and its benefits accessible to all. HP had total revenue of $45.2 billion in its 2001 fiscal year. Information about HP and its products can be found on the World Wide Web at http://www.hp.com.
Editorial contacts