HP is scaling out its pre-sales channel support program to reward tier-two servers and storage partners investing in specialist skills.
The Business Partner Solutions Architect (BPSA) program was launched three years ago to improve and encourage pre-sales capabilities across HP's direct channel partners, director of enterprise servers and storage, Stephen Bovis, said. Since then 21 direct HP partner representatives from top-tier integrators and distributors have signed up.
"As well as helping fund these resources, it has evolved into a 'buddy' system where HP presales staff are assigned to a BPSA partner and are there to look at the training needs of channel partners and assist them," Bovis said.
The extension plan now sees the vendor inviting top-tier partners with certifications in its recently launched datacentre or storage systems specialisations to become BPSAs. Partners with specialisations commit to extensive training and revenue targets and gain access to rewards, accelerated rebates, training and local marketing collateral.
HP also offers a business system specialisation and is looking to launch an office systems specialisation aimed at the SME market later this year.
The program's expansion ties into the launch of HP's Premier Business partner tier and refocus on accreditation.
The changes should double the amount of BPSAs in Australia, Bovis said.
He declined to disclose how much money HP was spending on the extension but claimed it was the largest channel investment the division had made to date.
HP's four distribution partners had also upped their BPSA capabilities as a result of the extended initiative, Bovis said.
To support its swelling BPSA ranks, HP is opening up access to its regional pre-sales centre based in Singapore. The virtual hub is manned by HP staff with level two skills in designing and configuring HP servers and storage who can troubleshoot and provide advice, Edkins said.
HP enterprise servers and storage program manager, Darrin Edkins, said HP now had eight certified datacentre partners, as well as 25 storage and datacentre certified partners and 35 business systems and datacentre specialists.
Bovis said about 75 per cent of HP's enterprise server and storage sales came from the channel.