Hewlett-Packard (HP), has introduced its new Managed Print Specialist Resell Program in Australia, which falls under its existing PartnerOne Program.
It was first launched in October 2011 in the US and was based on the acquisition of a Utah-based Printelligent. The Australian launch combines HP’s global infrastructure (in terms of the platforms it uses) with local market knowledge and conditions, including customs, labour laws, tax laws, the tax filing season, and so on.
According to the vendor, the program combines its Bundled Page pricing, resources and support to assist Australian partners in maintaining account control in the MPS sales motion, and without requiring substantial investment in new infrastructure.
HP printing and personal systems (PPS) managed print and attach services vice-president, Bill Avey, said partners get to decide how to approach the customer once HP offers a quote.
“When a partner has an opportunity, it would submit a template to HP with the details of the customer,” he said. “The quote is between HP and the partner, but the partner will sign their own contract with the customer, and the partner will make the decision on how they’re going to use that quote. It could be as simple as walking into the customer with that quote. It could be that they actually add their branding to it then take it to the customer, or it could be that they completely front-end it.”
This means the partner is billed for the Bundled Page pricing, but is able to select the mark-up it believes it can command.
HP’s involvement in the sales engagement is partner-led; if a partner required guidance or coaching from the vendor, it can request support.
The Managed Print Specialist Resell Program also offers partners access to HP Services, fleet analysis, and real-time reporting capabilities, alongside training, marketing and co-branding opportunities.
Avey said the program does involve a criteria as it intends to include a limited set of partners. In a statement, HP outlined that “critieria was under development, and any interested partners should contact HP.”
Having completed a round of local meetings with partners, Avey said the response has been positive.
“The new HP MPS Resell Program will allow channel partners to leverage HP’s extensive printing portfolio, delivery infrastructure and tools to grow their MPS business,” he said.
Although the program is not yet officially available in New Zealand, HP said that over the past 48 hours, there has been a lot of discussion around the nation.
“There’s a lot of passion in our partner community, as well as HP internally, to add NZ to the mix,” Avey added.