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HP Channel Chief Dismore On The Risk Partners Face In Making Shift From Transactional To Contractual, HP University, And The Sales Impact From HP's Security Offensive

HP Channel Chief Stephanie Dismore speaks with CRN about the fast-paced shift from transactional to contractual deals, the HP security sales offensive, and the 'parallel paths' partners must take to continue to be successful.

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Talk about HP University and the training that you are doing with partners.

We want to make sure that our partner community has the best partner training available -- not only from a product perspective, but across the board.

Whether you have a sales force fresh out of college and you need soft skills training, product training or solution and consultative training, we are going to provide that.

There is also opportunity to provide the right certifications across services and solutions, across DaaS and supplies, shifting from transactional to contractual sales.

We are able to create different tracks and modules within HP University so that no matter what the need is for your sales force. we can provide that.

At the end of the day, it is about people solving problems. If your sales force is enabled and trained and understands how to listen to customers and provide the right solution based on workflow, point of need and expectations, then you are going to win in the marketplace.

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