New Rewards System For Partners
HP said it will be changing up its compensation structure for partners as part of the new Amplify partner program on Nov. 1. The changes are aimed at moving HP and its partners into a rewards system that recognizes more metrics than just sales goals and volume, the company said. Sales volume and goals will still be part of the compensation structure under Amplify, but so will a number of other performance indicators, according to HP. Those include pre-sales indicators, such as deal registration volume, sales conversion rates and pre-sales support utilization; indicators at the point of transaction including average sales volume and average revenue per account; and post-sales metrics such as time-to-delivery, account retention, account expansion and customer satisfaction.
Schell said that many partners, especially services-focused partners, should be able to increase their profits under Amplify. “They will probably make more money than they do today, relative to a services-led engagement [currently],” he said. Partners will also continue to have access to key rewards from Partner First including special pricing and incentives, MDF and new business opportunity (NBO) incentives, HP said.
Overall, HP plans to spend more money on working with partners as part of Amplify, with much of the increased investment around analytics and training for partners, he said. “There are a lot of dollars that are moving into data analytics and into training and certification,” Schell said.