**Editor’s Note: Click here for a list of recent channel-program changes you should know.**
By Edward Gately
CHANNEL PARTNERS — HP has unveiled updates to its channel partner programs, one of which is designed to help partners through its upcoming separation into two companies.
The updates were announced as part of the Spring 2015 Channel Partners Conference & Expo at Mandalay Bay in Las Vegas.
Last fall, HP confirmed that it is breaking itself into two companies. Hewlett-Packard Enterprise will include HP’s enterprise hardware, software and services businesses, while HP Inc. will include its PC and printing businesses.
“As HP continues its path toward becoming two new Fortune 50 companies, we remain laser-focused on maintaining the same commitment to the channel that our partners have come to trust,” said Meg Whitman, HP’s chairman, president and CEO. “HP is helping partners maintain business continuity and, at the same time, capture market opportunity through a services-centric, outcomes-driven approach.”
The HP Partner Navigator Program will help distributors and the reseller network maintain business continuity through the separation. With resources such as HP Partner Support Centers, the program will enable all authorized partners to continue to deliver what their customers have come to expect.
For HP’s largest, operationally complex direct partners, HP partner account operations managers will work directly with resourced partner navigators, who are partner employees, to address each partner’s operational needs.
HP also announced the Partner One Alliance, designed to help top partners continue to offer cross-portfolio opportunities across companies after the separation. Both Hewlett Packard Enterprise and HP Inc. will work together on partner activities and maximize participation in industry channel events.
Teams in both companies will collaborate to build joint business and marketing plans around specific solutions in key areas of their portfolios.
In addition, HP unveiled key partner program updates and services to help partners continue to drive growth through the separation and beyond. The new HP Helion Partner Marketplace is a public services cloud marketplace that enables resellers to sell, provision, maintain and invoice a suite of public cloud services for small-and medium-sized businesses. It is now available in the United States and will be available in the EMEA and APJ later this year.
In November, HP Inc. expects to launch a commercial partner program to meet the needs of transactional, services-oriented partners and system integrators. The new program will be aimed at ensuring HP Inc.’s continued momentum in transactional business while driving growth in markets such as mobility and managed print services.
In fiscal year 2016, HP anticipates offering new services, programs and tools to help enterprise partners arm their workforce for outcomes-driven selling. These resources are aimed at further enabling the shift to a services-led business model.
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