HP PartnerOne Dumps Elite for SpecialistBy Jessica Davis | Posted 2011-10-13 Email Print
HP's PartnerOne program will drop one Elite designation, switch the rest to Specialist designations and make it easier for partners to maintain their Specialist statuses through a simplified sales geography plan.
HP is changing some of the nomenclature of its PartnerOne channel program, introducing new specialties and offering benefits in exchange.
What used to be called HP Elite status is now Specialist. HP is making the change in response to customer feedback that indicated the term Specialist is more appropriate to help customers identify the right partner.
In the managed print arena, HP is separating out partners into two designations – Managed Print Specialist and Managed Print Advanced Specialist. HP says it is providing some additional discounts to partners from the supply perspective, as well.
HP is introducing the Document Solutions Specialist designation. The company has been running this in pilot with a few partners who have been specializing in managed print and related workflow technologies.
On the Personal Systems Group side, HP is introducing a Client Side Virtualization Specialist designation. This helps partners who did not meet the revenue requirements on the server virtualization designation participate at the Specialist level in PartnerOne’s virtualization Specialist designation.
On the networking side, HP will offer two networking specialist designations, advanced and professional. The Advanced Networking Specialist will require a revenue commitment of $500,000, the same as the previous Elite designation for networking. The Professional Networking Specialist designation will require a revenue commitment of $100,000. Both designations will provide partners with "aggressive back-end rebates."
HP is also introducing a ServiceOne specialization, enabling partners to resell HP services and earn rebates, participate in MDF and participate in various delivery opportunities. The designation is an evolution from the previous Service Sales Elite designation.
Other changes include how HP aligns its sales areas. Previously the company has gone to market with six sales areas across the United States. Partners would have to invest in certifications in each geographic area to maintain their Elite designations for that geography. Now those areas for server and storage have been reduced to three to help partners maintain those designations. Networking areas will move down to a single geography.
HP will retire its industry vertical Elite status, Store Solutions.