Page 2 of 4
Depending on the type of product, deals can take a while to complete, particularly when they involve large enterprises, says Mike Galane, senior director of channel marketing and strategy for HP's Americas Enterprise Servers, Storage and Networking (ESSN) business.
"We want to make sure that the one partners who's working the deal gets a pricing advantage compared to other partners," Galane said.
One of the keys to knowing whether a product can legally be registered is figuring out whether it’s an enterprise type of sale or a commercial type of sale, because in the eyes of the law, they're treated differently, said Galane.
"We're now asking partners to simply tell us what they want to register, and we will figure out if there are additional questions that need to be answered. We're essentially requiring partners to know less about these sorts of things," Galane added.
HP is also tackling programmatic clutter stemming from its acquisition of 35 companies over the past two years, many of which had their own channel programs. HP is combining its ProCurve and 3Com partner programs into a single entity to be known hereafter as the HP Networking Program. HP has also melded the HP Software, Palm and Halo programs into the fabric of PartnerONE.
"The key point for partners selling HP networking and software products will be coming into an integrated program with same kinds of levels for membership as well as the same awards being paid out," said Galane.
NEXT: New Designations, New Incentives