| U.S. HQ Address | Hewlett-Packard Company, 3000 Hanover Street, Palo Alto, CA 94304-1185 |
| Worldwide HQ Address | Hewlett-Packard Company, 3000 Hanover Street, Palo Alto, CA 94304-1185 |
| URL | www.hp.com |
| CEO | Mark Hurd |
| Worldwide Government Channel Chief | Jim McDonnell, senior vice president, Solution Partners Organization |
| Years in position | 4 |
| North America Government Channel Chief | Michael Humke, director, public sector, Solution Partners Organization |
| Years in position | 1 |
| Market segments served | Business & Productivity Software, Components, Networking, Peripherals, PC, Security, Servers, Services, Software Infrastructure, Storage |
| Market segments served (Other) | |
| Do you partner with VARs or solution providers | Yes |
| Do you offer a separate Government channel partner program | Yes |
| Name of Government Channel Program | HP PartnerONE Public Sector Network |
| Briefly describe Government Channel Program | HP's PartnerONE program provides resources to help partners grow their top and bottom lines, while rewarding their performance and initiative - all within an efficient, integrated, and flexible program. |
| Number of Tiers in Program | 1 |
| Name of Government Channel Program manager | Caroline Scott |
| Channel manager Title | public sector partner programs manager |
| Total corporate revenue in $Millions | n/a |
| Total indirect revenue percent | n/a |
| Total number of government solution provider partners | n/a |
| Total number of education VAR partners | n/a |
| Total number of channel companies selling your government products and services | n/a |
| Total number of registered Government partners (North America) | n/a |
| Total number of registered Government partners (Worldwide) | |
| Do you offer more than one government channel program | Federal-specific channel program, State and Local-specific channel program, Education-specific channel program |
| Do you offer more than one government channel program (Other) | |
| Program Requirements | No fee, Annual revenue commitment, Technical certification requirements, Industry/Market (vertical) expertise |
| Program Requirements (Other) | |
| How does your company support its Government channel partners with leads | Generates leads which are turned over to partners, Generates leads and initiates sales, which are turned over to partners, Works cooperatively with partners in identifying and targeting prospects |
| How does your company support its Government channel partners with leads (Other) | |
| Program features | Low-interest financing, SPIFS, Rebates, Deal registration, Loaner/Demo units, Price protection plans, Discount promotions, Tiered discounts, Qualified leads, Awards for sales, Awards for innovation, MDF |
| Program features (Other) | |
| Does your company offer any of the following | Allow resellers to be agents (re: GSA schedule), Issue Letters of Supply (LOS); support resellers GSA schedule, Special pricing program for Government or education sector (end users), Offer trade-compliant products (as per Federal Trade Agreement Act (TAA)), Offer Special programs for small disadvantaged Businesses (8a, minority, women-owned), Provide MSRP for your products for those bid opportunities requiring per cent off MSRP type bidding, Have a dedicated government web portal different from your standard web portal |
| Does your Government channel program offer | Pre-sales support, Post-sales support, Technical support, Local account/field reps, MDF/Coop Marketing, Rules of engagement for managing direct/indirect channel conflict, Dedicated (government) account team, Clearly defined division between accounts for direct and indirect sales |
| Does your Government channel program offer (Other) | |
| Does your Government partner program portal provide | Have a dedicated government web portal different from standard web portal , Searchable product/pricing database, Downloadable marketing materials, Online training resources, Database for peer partnering, Automated rebate processing , Account management, Portal with customizable views based on profiles, Restricted access to partner information |
| Does your Government partner program portal provide (Other) | |
| To support inform and educate parnters, do you offer | Hosts a conference specifically for partners, Hosts a sales conference for direct sales and partners together, Conducts online seminars and conferences, Provides funding to partners to attend industry conferences, Publishes regular newsletters, Conducts regular meetings with individual partners |
| To support inform and educate (Other) | |
| How does your Government channel program support small solution providers | Supported through distribution, |
| How does your Government channel program support small solution providers (Other) | Web-based partner portal |
| How do you measure the success of your Government solution provider partners | Gross revenue, Gross revenue and net profits |
| How do you measure the success of your Government solution provider partners (Other) | |
As if they needed more stress, organizations are facing evolving and increasingly stringent compliance regulations from the Payment Card Industry, as well as Sarbanes-Oxley, HIPAA and others. Here are a few security compliance products that can make the audit process less excruciating.
Here are 10 of the distributor's hottest new offerings winning over solution providers.
New smartphones from Sony, Motorola and the first-ever Twitter-only mobile device -- the TwitterPeek -- headline a busy week for handset makers as the holiday shopping season heats up.
