Solution provider behemoth CDW is piloting a new Hewlett-Packard Discount Now program aimed at providing quick turnaround on competitive pricing quotes for volume HP servers and other volume enterprise products.
CDW is the first of a number of large national solution providers and VARs that will over the next quarter be given access to the new HP pricing tool, said Stephen DiFranco, vice president channel alliance and OEM organizations for HP's Americas Enterprise Group.
The HP D program is part of a major channel information technology systems investment that has enabled HP to provide partners access to a new predictive pricing tool that is resulting in fast turnaround on competitive bid pricing scenarios, said DiFranco. "With the pilot program, we have significantly increased the speed with which we can provide a price," he said. "We have reduced it down to one-tenth of its historical time."
The goal of the new Fast Pricing program was to reduce the amount of time it takes to provide partners with competitive bid pricing from HP from two days to two hours and that has more than been achieved, said DiFranco. "The idea is if you are able to do a quote quicker, you are providing a better service to the distributor, VAR and direct marketer, and those companies can more quickly deliver a price to the customer," he said. "There is a tremendous amount of value. The salesperson at that VAR and the customer are both more satisfied. They no longer have to wait."
For years, solution providers have been frustrated by the constant back-and-forth contact required to get pricing quotes from HP in competitive bidding situations. In some cases, partners have said those special pricing requests could take five days or more.
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