HP Unleashes Hefty PartnerOne Rebates To Drive Global Sales Growth


The new Platinum status requires two software specializations and a Platinum designation for the existing converged infrastructure specialization.

The new Gold specializations include cloud builder, Vertica big data software, ServiceOne Enterprise services, and ServiceOne printing and computing.

The new Silver specializations include Autonomy, Vertica and ServiceOne Enterprise.

"These specializations are around emerging market growth opportunities," said Doug Oathout, HP's vice president of global marketing, channel partner alliances and OEM, enterprise marketing. "This is where HP is investing our [$3.4 billion in annual] research and development and we want our partners to be able to leverage that and be first to market in areas like big data solutions around Vertica and Autonomy and ServiceOne enterprise consulting."

Oathout said he already is seeing partners expanding their HP portfolio to reach Platinum status. "We are really excited because our partners are coming to us with growth opportunities," he said. "Partners are adding more of our portfolio to their current sales kit."

Among the specializations in the third-tier Gold classification are security offerings including a new TippingPoint specialization along with ArcSight and Fortify security offerings.

Specializations in the second-tier Silver category include a new networking specialization along with a new IT management software category alongside security offerings TippingPoint, ArcSight and Fortify and an Autonomy big data specialization.

"We are vectoring partners to areas where we see market growth and where they can make more money," said Page Murray, HP vice president of worldwide channel marketing of the specializations.

Under the new PartnerOne, partners can earn incremental rebates by stacking various incentives and focusing on high-growth areas including IT operations software and cloud services automation. "It's rebates on your rebates," said Murray. "The more you sell, the more you earn. It's a fantastic multiplier."

It's fitting that HP is rolling out the final updates to the program in Barcelona, given its global scope. Just two years ago, HP had 18 different partner programs in different countries. The new program makes it easy for partners selling cross-border, and for the first time they will be able to benefit from a single PartnerOne compensation model.

"This makes it simple for partners to understand the model and they can build their business around it," said Oathout. "The model is predictable now. Partners know what they can make and when they invest what they can get back in return. This is a very, very big change."

Brandon Harris, vice president of HP solutions for Logicalis, a $1.4 billion IT services giant ranked No. 29 on CRN’s Solution Provider 500 list, said the revamped PartnerOne is a breakthrough in terms of simplifying partner compensation. "From a simplicity perspective, they nailed it," he said. "It's much simpler than before with HP paying across the entire portfolio. I feel very positive. It's a good time to be an HP partner. The portfolio is strong. Meg and [HP Enterprise Group Executive Vice President] Bill [Veghte] are doing a good job sending a strong channel message. Everything is in alignment: the [product] portfolio is strong and the PartnerOne program continues to be strong."

The new program represents a watershed moment for the company, said HP's Murray. "I don't think you are going to find anybody that has invested as much in partners as HP," he said. "We now have a program that lives up to the PartnerOne name. In the past, HP has behaved and worked with our partners as a lot of little companies. This is about us pulling it all together and stepping forward as the market leader in the channel. This isn't about innovating with product lines. This is about innovating with our lifeblood -- the partners. With our product lines linked together, with our compensation linked together and partners lined up to sell the portfolio, we are stepping up as one single company. How much partners earn is up to them. We have set the table for their success. We would like nothing more than to be shocked and awed by fantastic [partner] sales growth that forces us to shell out more money. That's a wonderful problem to have."

PUBLISHED Oct. 1, 2013