Reflecting the importance that HP places on its partner channel for business across Africa, the company is to launch a formal programme that offers certain rebates, support and service rewards to skilled and authorised partners.
The programme is part of the concerted drive into the African region which began late last year when HP formed a division to focus purely on the continent (SA is not part of the region covered). It seeks to recognise its channel partners according to their investment in training, skills, focus areas and turnover. Benefits are then structured and delivered according to the subsequent classification.
"Our partner channel is crucial to HP`s success outside SA - it enables us to service myriad customers in different vertical markets across a massive geographic footprint; it also means we have the local skills on the ground in those regions," explains Thierry Boulanger, the regional sales manager for distribution business in Africa at HP.
The launch of a programme like this does not mean that HP`s partner channel was previously uncertified or disorganised - quite the contrary.
"It simply means that HP can offer even stronger support to the resellers and systems implementers that are generating large HP-based revenues and help the other partners stimulate business and deliver solutions in their respective markets," says Boulanger.
The programme will debut at HP`s Africa Solutions road show in Blantyre, Malawi, early next month. The criteria that VARs and systems implementers are evaluated by include the vertical and horizontal markets targeted, the level of HP technical and sales expertise, and annual turnover derived from HP solutions.
Rewards take the form of certain rebates, joint marketing and collateral, lead generation assistance and support, sales and technical expertise offered when engaging existing or potential customers.
"The intention of the partner programme and the rewards structure is to put as many resellers through the Star [Systems Training and Recognition] system as possible and get them HP-certified," explains Boulanger.
"The process is repeated and the information on our resellers is updated regularly - this is an initiative that will open the lines of communication between HP and its African resellers still further."
The business partner programme is also important for customers. The VARs and systems implementers are the companies interfacing with customers, carrying HP`s brand name and solutions to market - it`s crucial that their skills are developed and that they are supported.
"All our customers can now rest assured that they are dealing with a partner that is authorised by HP to deliver a defined level of service on the solutions implemented," says Boulanger.
"It also helps combat the scourge of grey market imports so rife in Africa. By having a formal business partner programme in place the pricing is stabilised, the supply chain streamlined and the support infrastructure is solid - the market for unsupported grey products should therefore naturally diminish."
For more information on HP`s solutions and activities in Africa, surf to www.hp.com/country/aa/eng/welcome.htm
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