EXCLUSIVE: HP to invest $US1.5 bn in new partner initiatives

Removes caps on partner profitability for more predictable performance

HP has announced plans to simplify and improve several of its partner programs in an effort to tap the new IT trends of Cloud, virtualisation, Big Data and mobility.

On the day one of its annual Global Partner Conference in Las Vegas, HP senior VP communications, Lynn Anderson, said the company was looking to invest close to $1.5 billion in new partner initiatives globally in FY13. That does not include discounts and rebates which will be an additional investment, she said.

Reiterating their commitment to the channel and partner community, HP executives said the company’s goal is to bring its partners more “predictable performance rewards, and tools to deliver consistency in partner engagement.

As part of the new initiatives that will roll out on May 1, 2013, the HP PartnerOne program will look to remove caps and “revenue gates” on partner profitability, and offer sales and marketing tools to help partners generate new leads, increase demand for products and services.

It will also increase rebates for higher specialist designations, which will help partners tap more investment from HP. It will also extend the time its partners get to use their marketing development funds from three months to six months, which will help provide more flexibility around marketing activities and cash flow, according to HP.

It’s also looking to rationalise and simplify sales and technical certifications in the HP ExpertOne training platform.

In addition to the new initiatives, HP said it is making a “significant” IT investment to roll out its new Unison platform, a platform that will help improve the speed, security, communications and joint business planning with channel partners.

HP also announced improvements to its Autonomy partner program, which is designed after HP PartnerOne. The move will make it easier to sell and market HP Autonomy products, according to the company

It will make its HP Vertica Analytics Platform available through the HP PartnerOne program, enabling HP partners to capitalize on market opportunities associated with Big Data analytics. Ultimately, the company hopes to transition both programs into PartnerOne.

HP also announced a new PPS Services Specialisation within the HP Printing and Personal Systems (PPS) group.

HP also announced several new products on the first day of the annual conference, launching a new HP BladeSystem, which is aimed at virtualised and Cloud environments, HP Converged Storage and HP Networking solutions, as well as additional HP Services that should help customers refocus resources from operations to innovation, according to the company.

More to come.

Rimin Dutt flew to Las Vegas with HP

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