Higher rebates and growth in services are at the centre of HP's imaging and printing group (IPG) channel overhaul, which will see its value-added resellers receiving double the rebates they were offered under the pre-merger regime.
The program, which has been designed to complement IPG's push into the services space, will offer up to 7 per cent rebates to its MFP (multifunction printer) partners and double the rebates for its solutions partners, but will offer no new rewards for the existing HP Business Partners focusing on volume sales.
Rolled out to around 90 resellers nationwide, the new rebate program reflects an increase in IPG's investment in channel profitability, as well as a shift in the way the channel sells printers and related solutions, according to Rebekah O'Flaherty, the group's vice president for South Pacific.
"We're addressing an emerging market opportunity [in digital printing and solutions]," she said. "We're driving our revenue and resolving existing customer issues around optimising their printing opportunities."
O'Flaherty said 70 per cent of printers and printing solutions are expected to be bought as a service in the next few years. The newly introduced channel program is looking to transform its "very generic channel" into a value channel in order to support what she sees as IPG's growth area.
Introducing three new partner categories -- DesignJet Specialists, MFP Advantage and Services Specialists -- she said she will look at the "quality of partner" and geographical presence as the main recruitment criteria. Resellers will join the new programs by invitation only.