HP brings together the best of both HP and Compaq channel programmes and incorporates them within one comprehensive set of initiatives demonstrating HP`s strong commitment to its channel partners.
"HP is and will remain a channel organisation. We have now added a one-tier channel model to the traditional two tier model and will be focusing on the good health of the entire channel to better look after our customers," says Bradley Hopkinson, HP`s temporary channel manager and PSG manager.
"The one-tier model means that we have identified the top 20 accounts in SA. HP will own the relationship with those customers, set the pricing and look after those customers on a 'collaborative-direct` basis with the customer`s choice of channel partner," says Hopkinson.
"HP is not moving to a direct model and will not be competing with our channel," continues Hopkinson.
"We have moved to a collaboration model which means that we still use the channel for fulfilment but we become closer to certain named customers and move towards a more transparent pricing structure with the end-user."
"In order to compete in the South African market, HP needed a more competitive pricing model, yet still offers the customer added value that comes from its channel partners. We have received approval for the local adoption of the international channel programme so that we can accommodate our specific business needs in this region like BEE, stretch rebates and the changing dynamics of the SME vs corporates environments.
"Our goal is to make the channel an integrated extension of HP - a competitive and healthy business model - while at the same time driving our reach into new markets and creating added-value customer services," says Hopkinson.
"We`re now looking at what the customer wants and HP`s unified channel strategy and engagement model, known as PartnerONE, encompasses its entire business portfolio."
HP EMEA`s unified channel strategy aims to:
* Achieve agility and operational efficiency with channel reach and convenience.
* Utilise all go-to-market channels.
* Develop and maintain mutually profitable business relationships.
* Strive to be best-in-class across the customer lifecycle.
* Vary by customer segment, region and product category according to customer requirements.
"HP is providing partners with the tools, incentives and rewards to promote a healthy channel. Pay for Performance, training, certification and certain rebates will make HP as simple and predictable for partners as possible," continued Hopkinson.
PartnerONE
PartnerONE consists of: one certification programme; one membership programme, the HP Business Partner Programme; one communications tool, Connect Online; one set of marketing tools to help partners promote and develop their businesses; one locally adapted rewards programme; and one set of terms and conditions (Ts & Cs), which compensate partners based on their commitments to HP and the value they provide.
To help reward partners` performance, HP sales and marketing partners will belong to either one of two groups across EMEA - HP Business Partner Select and HP Business Partner. To access the entry-level status, HP Business Partners must achieve some basic requirements such as sales and technical certification, minimum business volume, and a yearly business plan. The select and premier levels require different levels of investment in expertise, measured in number of employees with technical certifications, number of certification areas, capability to sell solutions, achievement of individual business volume targets, and the consistent commitment to promote HP business. Partners can also move into higher levels based on their total net HP revenues, which includes resale, influence and sales associate revenues.
Under PartnerONE, new enterprise product programmes revolve around demand and lead generation, partner recruitment and business development funds. On HP`s commercial side, the popular Top Value run-rate programme will continue to bring powerful incentives to partners. Other key elements of PartnerONE include the HP Certified Professional Programme and the HP Developer and Solution Partner Programme (DSPP).
HP Certified Professional Programme
As part of PartnerONE, HP EMEA is also announcing its certification programme covering the company`s entire product portfolio and serving all partners, customers and employees. With the HP Certified Professional programme, HP is able to effectively set and manage consistent high standards of excellence in the worldwide sales, support and service of its products and solutions.
The programme offers a strong professional development framework that builds and validates industry-valued competencies. These competencies range from product-specific to solution-focused, from warranty-level support to solution design and consulting.
The new programme is structured with four certification focus areas: sales, pre-sales, integration and operating systems. Under each certification focus area, there are increasing levels of achievement that candidates may pursue in the technology of their choice. There are levels of certifications for information technology, information systems and information solutions.
The new HP Certified Professional programme combines the previous Compaq Accredited Professional and HP Technical and Certification (STAR) programmes.
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