HP, Juniper Put Partner Empowerment In Spotlight At XChange


Hewlett-Packard and Juniper Networks Monday took to the main stage at the XChange Solution Provider conference to shine the spotlight on partner empowerment and profits.

The two vendors put the focus on new partnering initiatives and long-standing channel tenets that drew plaudits from solution providers.

[Related: XChange Solution Provider 2014 Coverage]

HP's success in the channel starts at the top with HP President and CEO Meg Whitman, who has rallied the channel team with the maxim: "If we can empower our partners, they are going to do a better job than we do," said HP Director of Americas Partner Development Matt Smith.

Referring to Whitman as HP's top channel chief, Smith said the job of the HP channel team got a whole lot easier when Whitman put her muscle behind getting the channel fully aligned with every segment of the $110 billion computer giant's go-to-market strategy from sales to marketing to product development. It's that kind of commitment that has made the channel the fastest-growing route to market for HP, said Smith.

Among HP's top initiatives are a strategic push to aggressively align partners with HP's direct sales end user teams in every segment from SMB to Fortune 1000 to healthcare and public sector, said Smith.

Another HP improvement is more aggressive up-front pricing and an improved pricing tool that has resulted in average turnaround time on pricing quotes from HP moving from 11 hours to 7 hours with a plan to get to two hours, said Smith. "The number of opportunities that we have partners quoting on increased by 27 percent [as a result of the change]," he said.

The deal registration turnaround has also improved significantly with a turnaround time of 17 hours with an action from HP, said Smith. That provides partners with exclusive pricing and incremental benefits, he said.

Rick Jordan, director of sales and strategic alliances for Tenet Computer Group Inc., a Toronto, Ontario HP partner, said HP has made dramatic gains in making its programs simpler, more predictable and more profitable for partners. "That makes it easier for us to HP technology to our clients," he said. "HP has listened to what the partners have wanted and delivered it. They are what a vendor should be to a partner and they continue to develop the program."

NEXT: Juniper Delivers A Powerful Partner Story