Channel Post speaks to Peter Oganesean, the Country Sales Manager at HP Inc, about their Partner First program, the benefits and how partners are onboarded to the program.
Please tell us about your Channel Partner Program?
The HP Partner First Program is focused on being first in sales, speed and solutions by offering a comprehensive framework that encompasses a broad range of partner motions. The program gives our partners the flexibility to participate in the program track that best suits their current business needs while at the same time exploring new avenues for future growth.
Key elements in the HP Partner First Program include the HP Product Tracks. Under the Product Track, The Partner First Volume track enables and drives revenue in PC, Print and Supplies categories. In addition, the Partner First Solution track enables partners to gain new competencies and drive growth in key solution areas aligned with HP strategic objectives (Mobility and Vertical Solutions, Managed Print, and Services) and key product specializations, such as Workstations and Graphics.
How do you onboard partners to the program? Are there any criteria partners need to match before joining the program?
We onboard partners into the program based on their selected partner tracks. Under the Partner First Volume track for example, Entry into the program tiers is based on separate revenue thresholds in PC, Print and Supplies.
On the other hand, entry into a Product or Solution Specialization is based on select criteria, including: partner competencies, certifications and revenue thresholds. We ensure that all our onboarded channel partners have the access to the right training, certification and post- sales support that will enable them to build stronger relationships within the business community.
What is the benefit of your Channel Partner program?
We provide our partners with an array of benefits that increase as they continue to grow within the channel partner program. When a channel partner first joins HP Partner First, they enter at a Silver Partner level. With increased investment, and sales revenue growth, they are able to move up from Silver to Gold to Platinum status – each with its own specific set of program requirements and rewards.
As their membership level rises, so too does their access to benefits. These are cumulative, which means they have access to the benefits at their level in addition to the levels below. Program benefits for each level include:
- Sales benefits that include executive sponsorship, availability of a joint business manager, lead generation.
- Compensation benefits that include core and strategic compensations schemes, financial rewards for identifying new business opportunities.
- Marketing benefits such as availability of a Partner Marketing Manager, partner locator listing, marketing development funds and access to joint marketing plans.
In addition to the above, all channel partners are provided with post-sales support, training & certification and access to the Partner Portal.
How do you compare your partner program with similar programs from competitors?
What differentiates our channel partner program from competitors is the amount of support that we provide our channel partners in every aspect of their business. Starting with the HP Partner First Portal, we are able to provide partners anytime access from desktop or mobile devices to HP product, program, pricing and training information, plus access to the compensation, incentive offers, and marketing and sales support tools.
We support qualified partners with Market Development Funds, which will allow them to subsidize the cost of marketing activities. These funds drive additional awareness for HP products, solutions, and services, and they serve as a key component in generating new business and optimizing revenue.
HP also provides on a quarterly basis, a Marketing Campaign Guide for both PCs and Printers. The intent of this guide is to give all partners a portfolio of pre-defined campaigns to help generate demand. Each of these campaigns have supporting assets that can be customized using HP’s Sales Central Portal.
Overall, HP is dedicated to ensuring the growth of the businesses of our channel partners. For our top tier channel partners, we provide them with a dedicated Partner Marketing Manager (PMM), who is dedicated helping partners chart out effective marketing strategies that align their business priorities with HP and help generate demand for HP products and services. PMMs help them create marketing plans aligned to HP’s objectives and their own, in order to grow their business.
Are any training programs part of the channel partner program you run?
HP offers unparalleled opportunities to upgrade channel partner skills and increase their value to customers. The HP Partner First Academy is a world-class sales and technical certification program that helps you achieve the competency that’s necessary to plan, deploy, support, and service HP technologies and solutions. HP Partner First certifications are the gateway to HP Partner First Specialist designations.
With HP Partner First Academy, employees can get training and certification recommendations, plus free learning tools, based on their interests and background. If already HP Partner First certified, employees can easily track updates and resources available exclusively to HP certified professionals.
Do you receive any inputs from your channel partners to better the program each year?
Absolutely. We greatly value inputs from our channel partners on how we can further tailor programs for them that will provide the best business environment and market opportunities to sell and promote HP products in the Middle East and the rest of the globe.
