HP Unison Program Changes Offer New Benefits

**Editor’s Note: Click here for a list of recent channel-program changes you should know.**

HP has rolled out enhancements to the HP Unison Platform that will make it easier for thousands of Platinum, Gold, Silver and other partners to leverage program benefits designed to help partners sell more, close business faster and better position their organizations.

Among the benefits that are helping HP partners: a new and improved deal registration site, and a simplified quoting and pricing process. Thanks to the changes, 70 percent of special pricing requests can be turned around in less than two hours. And detailed and complex quotes can be turned around in days instead of weeks, said Patrick Eitenbichler, director of marketing for PartnerOne Strategy with HP’s Enterprise Group.

“What we have done is effectively stopped competitors from swooping in the last minute and cutting prices to win a deal,” Eitenbichler told Channel Partners. “These changes will make our partners more competitive.”

That’s not just what HP says, but partners, too. Results from HP’s “Total Partner Experience” survey from September 2014 reveal that HP’s new tools and tweaks have led to increased partner satisfaction when it comes to ease of doing business among other things.

Another change that is helping partners is HP’s “MyComp Optimizer tool,” which helps partners “better manage and forecast their compensation and rewards,” according to HP. With the changes, partners now have a single window into payments, program performance and compensation. HP has also improved its lead management system and overhauled its market development fund (MDF) tool.

The latter makes it easier for partners to use and track their MDF dollars so funds set aside for them are actually put to use.

“Improvements include enhanced guidelines, integration with the joint business planning structure, automated tracking, improved reporting and a streamlined claims process,” said HP.

The changes are for all partners in 125 different markets, including VARs, resellers, ISVs, OEMs and distributors.

“We’ve done little things like reduce the number of clicks that it takes to get somewhere on our site, and more strategic things like making it easier for partners to leverage MDF or get their quotes more quickly,” said Eitenbichler. The bottom line, he added, was that HP is demonstrating yet again its commitment to make it easer, more profitable and more competitive to do business with HP.

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