Partner, Vendor relationship management

 How should vendors manage their relationships with their partners? As a vendor HP Software wants to ensure its partner relations are successful for both parties. Where we have a direct relationship with a partner HP will align a person to help manage that relationship.

With that individual the partner will develop a joint business plan; jointly work on demand generation activities which will lead to business. In some cases the partner will be aligned to HP Software’s own sales teams to work on joint opportunities.

They will help the partner understand how the partner can benefit from the relationship with HP Software, through reaching certain tiers in the HP partner program. Help them with training and certification. And help them navigate through the HP account hierarchy so the partner does not waste time working on customers when HP may already have a direct relationship.

In the past the partner relationship individual was referred to as a Partner Account Manager or PAM. This was because historically they spent most of their time managing the partner account. Helping them with creating a partner account on HP’s systems, helping them with special pricing, quotations, order bookings, chasing shipments, liaising with HP credit control on the partner’s behalf and a multitude of other account management activities.

However with the drive for  HP Software wanting to have a more strategic business relationship with its partners, we are training and enabling our partner account managers to become more focused around the partners business and become partner business managers.

FY12 will be a key year as we manage our partner relationships in a more strategic way to drive more business through partners to increase our market share for the benefit of both the partners and HP Software.

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