Global Partner Conference 2014 Highlights

Last month at the Global Partner Conference Meg Whitman revealed the new HP strategy focused around the New Style of IT. She strongly emphasized how crucial Channel partners are for the future of HP.

 

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Why are Channel Partners so important to us?

 

HP and the Channel share a bilateral bond that makes them strong on the market. And we have firm evidence:  70 percent of HP's revenue flows through partners. On the other hand HP marketing supports partners by generating 100,000 leads worth over $14.2 billion.  HP grows together with partners—HP CEO Meg Whitman highlighted that “Operating company net debt is now zero. We've reduced our debt by $12.5 billion over the past two years.” Meanwhile, the majority of our partners expect to grow with HP by more than 5% in FY 14.

 

meginv.jpgHP CEO Meg Whitman: "One of the things I am excited about is the channel is beginning to embrace software. As the channel is starting to figure out how they plot their next growth avenue, they are increasingly selling ArcSight, TippingPoint, Fortify, Vertica, Autonomy, our IT operations, and management software."

Changes in the Partner Program

 

HP CEO Meg Whitman: "Ultimately, we want you to walk away with our demonstration of our commitment to the channel." To show this commitment HP has announced changes in the Partner Program that will make the partnership easier and more profitable:

Source: CRN

 

1. HP PartnerOne For Cloud

HP is accelerating its cloud computing partner offensive by officially bringing cloud into the PartnerOne program with robust incentives and rebates under what it is calling PartnerOne for Cloud. The three new cloud specialisations are HP CloudBuilder, HP CloudReseller, and HP CloudProvider.

2. HP Unison

The platform enables joint business planning, streamlined price quoting, deal registration MDF, demand-generation opportunity management, partner compensation visibility, and targeted alerts.

3. New VIP Access For HP ExpertOne Master Certified Professionals

In an era when many vendors are cutting back on exclusive partner technical support, HP is upping the ante by providing HP ExpertOne Master certified professionals with direct VIP access to Level Two support personnel. This means that access to high-level HP support engineers on a 24x7 basis spanning the full breadth and depth of the HP product portfolio with an unlimited number of calls.

4. The Same Training For Direct Sales/HP Partners

HP is providing the exact same sales training for partners as its direct sales force. A sign of the times for HP: a dramatic increase in training partners and direct sales in the same session

5. New ExpertOne Learning Management Tool

HP is unveiling a learning management tool aimed at making it easy for solution providers to identify which ExpertOne certifications they need to ensure top-tier partner status and then have it automatically assigned via the new ExpertOne Learning Management Tool.

6. HP Sales Tools To Help Partners Close Deals Faster

HP has invested heavily in sales playbooks to ensure best sales practices in specific solution areas. Now, the company is opening these playbooks up to partners. The sales playbooks available now are virtualization, hybrid cloud, infrastructure modernisation, mobility, workforce productivity, remote and branch office, big data, SMB JustRight IT, building the next generation data center for service providers, and selling to OEM customers.

7. New Independent Software Vendor Sales Accelerator

HP is launching a new Enterprise Cloud Services SaaS Accelerator aimed at moving more innovative software offerings onto HP's public grade enterprise cloud. A new HP Virtual Private Cloud offering enables ISVs to speed time to market and reduce risk for customers by relying on HP's enterprise-grade public cloud, said Eitenbichler. "We see a tremendous need for this service for smaller ISVs who don't have the resources to make their software available via a SaaS model," he said. "We are providing partners with the advice and consulting services they need to make it happen."

8. A Common PartnerOne Platform  

HP is stepping up its bid to simplify the PartnerOne engagement with a new single foundation of simplified contracts and structure under the Unison portal for any and all partners from regional VARs to system integration giants and even distributors and OEM partners. Partners say the common platform will not only have a big impact on reducing the cost of sales, but will also make it easier for partners to play in multiple business models.

9. HP Financial Services Partner Connection Online Portal

HP is using its impressive financial services arm as a competitive weapon to win more deals with higher margins for partners in this “new style IT” era.

10. Enhanced Support For International Deals

HP is making it easier for solution providers to do international deals by centralising special pricing requests and extending PartnerOne benefits into satellite countries. The increased push comes with HP stepping up its worldwide channel efforts.

 

More details will be communicated soon.

Comments
MagdalenaTula | ‎04-10-2014 05:52 AM

I've added link to GPC videos ( http://h41111.www4.hp.com/gpc/select-region.html )

It's accessible through Smart Portal. I had some problems with opening the link in IE but in other browsers it was ok.

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