HP has announced a number of additional enhancements to its worldwide PartnerOne set up with the intention of giving its partners a more predictable experience, while helping them stand out from the crowd and increase their own profitability.
Building on a number of updates already detailed this year – including the payment of rewards from the first sale with HP – the latest round of tweaks include new specialisations, competitive rebates, role-based certifications, a consistent membership structure and some back-end enhancements to improve its online partner portal experience.
HP’s new specialisations are designed to cover key growth areas such as cloud and big data, and span the following areas: at Platinum level, Software and a Platinum designation for Converged Infrastructure; at Gold, Cloud Builder, Vertica, ServiceOne Enterprise and ServiceOne Printing and Computing; and at Silver, Autonomy, Vertica, ServiceOne Enterprise and for EMEA PPS partners, Workstations.
Meanwhile, the vendor is also launching an online resource, Cloud Partner Solution Navigator, to help cloud-hungry customers seek out the appropriate partners for their projects, and will also be promoting the highest partner levels in end-user marketing campaigns.
Additionally, HP revealed, PPS partners in EMEA will now be able to take advantage of a more simplified rule set around customer engagement, identifying and delineating HP and channel-led segments to avoid conflict. It is also creating a co-selling team to help partners selling into large enterprise installations.
On the compensation side, HP is to expand the compensation model it announced in June this year, with new rebate rates now listed on the PartnerOne Compensation Matrix.
Finally, having slashed the number of technical certifications available to partners, HP is now building out a suite of role-based certifications that it claims will mean partner staff spend significantly less time involved in training and exams. As an example, the number of exams needed to attatin ATP Server certification will drop by 80% in 2014.
“HP understands that in order for our partners to grow their business and remain competitive we need to evolve how we work together,” said Sue Barsamian, senior vice president, Indirect Sales, Enterprise Group, HP.
“We’re making the PartnerOne program simpler, more profitable and more predictable with the addition of new specialisation tracks, a predictable compensation model, a consistent membership structure as well as a streamlined certification process.”