New Business Opportunity Rewards Are Now Paid On The Front End
HP's New Business Opportunity (NBO) program aimed at providing a higher margin for new HP customers is moving from a back-end rebate to a front-end incentive offering. HP says the NBO incentive will be paid up front with the option for the partner that registers the deal to provide a discount to the customer, provide a higher commission for the sales rep or drop directly to the partner's bottom line. Those NBOs primarily come in areas like software, networking and storage, where HP's customer share is not as great as in the server and printer markets. HP says NBOs accounted for about $200 million in incentives in the past. That's money that partners will now get on the front end, eliminating costly paperwork associated with getting the funds.