HP Touts Improved Products, Services for SMBsBy Chris Gonsalves | Posted 2007-08-21 Email Print
HP is expanding its Total Care for Business program and its HP-Microsoft Frontline Partnership to help SMBs build business.
Hewlett Packard continues to expand its channel-focused products and services campaigns to help partners better deliver integrated solutions to small and midsize businesses.
HP is touting improvements to its Total Care for Business program as well as an expansion of both its partner co-marketing and efforts. In total, the growth of the programs "are all designed for our partners to grow their business opportunities along with us," Ramona Thibeault, vice president of HP's Personal Systems Group's solution partner organization, told the Channel Insider.
"We have the reach to the end user. We create the pull and the users reach out to our partners. That's how HP demonstrates leadership in the channel."
The Total Care for Business program has been augmented to include additional discounts and better promotions for a portfolio that combines free and fee-based support, services and programs to help SMBs choose and protect their HP-based IT infrastructure, said Thibeault.
Through Oct. 31, the Palo Alto, Calif., vendor is offering discounts on its so-called Smart Buy notebooks and desktops and related accessories for partners delivering integrated HP solutions through the Total Care program. Also new is a $100 per-event rebateup to a maximum of $2,000paid directly to end users who engage HP partners for services.
"We're giving direct incentive to the users to help build business for the partners," said Thibeault.
The program will be promoted through a new landing page for Total Care partners on hp.com as well as new print collateral, a Web seminar series and an online partner toolkit. The improvements in Total Care are part of HP's effort to move the program beyond its small business roots into larger midsize engagements, including those end users who have IT infrastructure and staff in place but frequently seek help from VARs in upgrading and expanding their IT, Thibeault said.
HP is also bolstering its HP-Microsoft Frontline Partnership program, which serves those partners certified by both HP and Microsoft to deliver integrated solutions. Among the additions are a new $5,000 incentive for qualifying partners to help fund their own marketing campaigns. HP has also increased the amount of customizable campaign collateral available to partners looking to market combined HP-Microsoft solutions.
"Thus far, the partners have been very positive. They love being able to grow in their local markets and having HP's brand attached to their own," Thibeault said. "We're putting the marketing might of HP behind these campaigns in a way that benefits us and our partners."