Bull's Eye Awards: Partner Program of the Year (Class A)

  • By

    Chris Gonsalves

    | Posted 2009-12-20
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Hewlett-Packard
Solution providers hear one consistent mantra from channel officials at HP: partnering to win. It’s that focus that permeates much of the Palo Alto, Calif., vendor’s PartnerONE program. And it is the concept of partnering to win that drove many of the improvements to PartnerONE over the past year.

One area that got special attention in early 2009 was helping partners target and win new business in the $55 billion SMB space. HP added expanded deal registration and special rebates for consultations for partners working with SMB end users. But the crown jewel of the effort is HP’s new SMB Elite marketing tool to help partners deliver superior SMB customer experiences. SMB Elite partners get "Elite" HP branding, dedicated SMB sales support and marketing funds for demand generation activities, as well as priority SMB-specific customer leads and an enhanced partner locater.

"Our channel partners continue to be HP’s lead route to market in SMB and a crucial part of HP’s long-term goal to be the No. 1 partner vendor of choice," says Meaghan Kelly, vice president for Americas Channel Sales Development and Strategy at HP. "[PartnerONE shows] our commitment to partners serving SMB with enhanced resources that will sharpen their competitive edge and position them for growth."

Another priority in the improved HP PartnerONE program is helping partners find opportunities and secure funds under the federal America Recovery and Reinvestment stimulus bill.

HP offers training, customer presentations, white papers and market updates to help partners close sales being funded or supported by federal stimulus incentives. PartnerONE’s special Webinars detail these government programs and teach partners to talk strategically with their customers about stimulus funds.

For all of these reasons and more, HP has earned the Channel Insider Champion Bull’s Eye Award for Partner Program of the Year for programs of $1billion or more.


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