HP Refines PartnerOne to Simplify and Reward New Business

By John Hazard  |  Posted 2007-03-27 Email Print this article Print
 
 
 
 
 
 
 

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The company's third adjustment to its channel program simplifies the program requirements and encourages 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 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.

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  • 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."

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