HP’s annual overhaul of its channel program features enhancements for Elite
partners who work with virtualization and data centers; improved demand
generation resources; and special compensation opportunities for partners
selling HP ProCurve networking products.
The enhancements become effective Nov. 1 and are intended to boost key focus
areas for the computing giant, including networking and virtualization.
Among the changes are four new Elite designations, which HP says reward
partners for investments in key solution areas. They include the
following:
- Virtualization Elite – Combines the benefits of the former HP
BladeSystem Server and storage and virtualization solutions designations,
while also including LeftHand Network products, back-end rebates, special
pricing, market development funds and leads.
- Data Center Elite – Provides incremental
rewards for partners who have invested in key areas of the HP Enterprise
Business, previously known as the Technology Solutions Group, by holding
Enterprise Storage, HP Services Sales and Virtualization Elite
designations. Benefits include back-end rebates and Elite branding.
- Store Solutions Elite – Provides new growth opportunities and
rewards partners with specific vertical expertise in point-of-sale, end-to-end
solutions including hardware, software, service and support. Benefits
include back-end rebates, demo units and Store Solutions Elite branding.
- HP Services Enhancements – This designation will start using
something HP is calling the Services Penetration Rate Index (PRI) as the
primary benefit metric for HP Services Elite and Growth Accelerator
benefits. HP says partners will begin receiving services PRI benefits in
May 2010.
In addition, HP will add three new options to its Marketing
Subsidy Center.
HP Solutions Showcase is an online marketing tool to help partners publish
product information to their Websites, and provides automatic updates to that
information without any additional work required by the partner.
HP Event Designer helps partners plan and execute face-to-face customer events
and Webinars. The Web resource lets partners customize event materials on
topics such as data protection, security, mobility, virtualization and change
management.
HP Enterprise Server and Storage Training
Passes give partners marketing
subsidies to offset the cost of sales and technical training courses required
for authorization and Elite designations. They can be redeemed for any ESS
fee-based coursework offered through The Learning Center.
HP is extending its Growth Accelerator rebate to reward partners for
year-over-year sales growth in areas such as ProCurve Networking, Enterprise
Servers and Storage, and HP Enterprise Services.
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Hewlett-Packard 
