HP Rebates Pay More For Going Deep With Solutions

The new plan, called Portfolio Tool, is an enhancement to HP's PartnerOne channel program and will be stackable on existing PartnerOne rebates.

"As you're selling more complex solutions, it allows you to improve your bottom line, whether you're selling into SMB or the enterprise," John Thompson, HP's vice president and general manager, Americas Solution Partners organization, told solution providers at CMP's XChange Tech Innovators in San Diego last week.

"The real message here is that HP is beginning to show more concern for the financial welfare of its partners," said Mike Lewis, president of eLinear Solutions, a solution provider in Houston. "This will differentiate those folks who add value from those who don't."

Added Geoffrey Lilien, CEO of Lilien Systems, an HP enterprise solution provider in Mill Valley, Calif.: "This means more money for solution providers who sell across the entire HP portfolio and will make us more competitive."

A deal must be valued at $100,000 or more to qualify for the Portfolio Tool rebate, said Sherri Liebo, HP director of marketing, Americas partner marketing. The deal also must be registered with HP and include HP-branded services as well as products from at least two of the following categories: industry-standard servers, business critical servers, network storage or OpenView. Each component must account for at least 10 percent of the overall deal value, she said.