SHARE

HP Refines PartnerOne to Simplify and Reward New Business

Hewlett-Packard rolled out enhancements to it’s PartnerOne channel program to simplify membership and reward requirements and add incentives to boost new business growth among its 26,000 partners. The latest adjustment, the third in 18 months, cuts the complexity of the program further and rewards VARs who are growing their HP business, said Tom LaRocca, HP’s […]

Written By

John Hazard

Mar 27, 2007

2 minute read

Channel Insider content and product recommendations are editorially independent. We may make money when you click on links to our partners. Learn More

Hewlett-Packard rolled out enhancements to it’s PartnerOne channel program to simplify membership and reward requirements and add incentives to boost new business growth among its 26,000 partners.

The latest adjustment, the third in 18 months, cuts the complexity of the program further and rewards VARs who are growing their HP business, said Tom LaRocca, HP’s vice president of partner development and programs.

A Growth Accelerator will reward partners for new business, in an account or a technology at a current account, on an accelerating curve and accounts for a partners cyclical sales cycles. Partners will have quarterly goals to reach, but will “true-up” annually to account for partners who have varied good quarters and bad quarters annually, LaRocca said.

Let Your Voice be Heard! Vote on the Most Significant New Product Introductions in the Channel. Click here to fill out our online ballot.

Six New Solutions Tracks (Oracle, VMWare, Microsoft SQL, Microsoft Exchange, Open Source and Linux and High Performance Computing) and a new Services Elite Technology Track to benefit partners working on those high-margin solution areas.

Refinements to Attach Plus focuses on higher margin options, accessories and services and simplifies the calculation and administrative portions of participating, LaRocca said.

HP’s Imaging and Printing Group also added a New Business Opportunity Tool, to give higher margin to VARs bringing new Color, MFP and print solution opportunities to the table.

The simplification will be a hallmark of the adjustments partners can expect about every six months, LaRocca said.

“The goal is to make the administrative process simpler every time we roll out enhancements,” LaRocca said. “Every six months, I can improve the program with a tweak. We rolled this out today and we’re already thinking about changes for 2008.”

Attend Ziff Davis Media’s Managed Services Virtual Tradeshow without leaving the office. Click here to register.

HP Refines PartnerOne to Simplify and Reward New Business

John Hazard

Company

Categories