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Besides paying from dollar one, the new back-end rebate program eliminates restrictive caps on how much partners can earn if they exceed sales quotas, opening the door to what Oathout called "virtually unlimited additional income" and a big differentiator between HP and the competition.
Previously, depending on the region, partners were capped at how much they could make once they hit 300 percent to 500 percent sales growth targets.
In addition, the new program rewards partners that invest in higher specialist HP certifications with increased rebates. "The more you learn, the more you earn," said Oathout.
Oathout promised that partners that increase their HP certifications and sell more of the HP product line will earn more than they would selling the siloed offerings from competitors.
"If you sell more of our product line, you can earn more money with us," he said. "That's what we want. We want our partners to sell the full [HP] portfolio."
Another big differentiator between HP and its rivals, said Oathout, is that HP's channel program is "open," aimed at bringing a new generation of cloud services providers into the fold. That, said Oathout, is in contrast to competitors that go to market with a "closed" channel offering with "revenue thresholds" and restrictive requirements.
"There is a whole new set of partners coming to market, and we want to be open," said Oathout. "We want to be able to talk to them in the same way we talk to our other channel partners."
The partner recruitment effort, according to Oathout, comes with the IT market growing and shifting to a new set of solutions centered around cloud computing, big data and security, which HP plans to exploit with new offerings over the next year.
That drive around big data and the cloud already is showing up in PartnerOne with a new HP Vertica Analytics Platform available under PartnerOne. In addition, HP is launching a new pilot Autonomy partner program in a bid to get partners to sell HP Autonomy products and services.
Collectively, the changes will make it easier for all partners to succeed with HP, Oathout said.
"We see it driving better account planning and better execution," he said. "It is really about the partner knowing what they are going to make so we can do better planning with them. What we really want is to be joined at the hip with our partners and joint customers making sure we are driving business together."
PUBLISHED FEB. 19, 2013
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