HP makes partner programme changes

Vendor hopes VARs will invest even more time and money to qualify

Hewlett-Packard (HP) has issued a challenge to its partners following the launch of its Preferred Partner Programme.

Unveiled at its Global Partner Conference event in Las Vegas last week, the programme, part of the vendor's ever-changing PartnerONE scheme, requires partners to make significant investment in terms of time and money to qualify.

The programme is divided into nine specialisations, which span HP's entire business portfolio. These are: Computing Systems, DataCenter Solutions, e-Prefered, High-Performance Computing, Imaging and Printing, Mobility, Networking and Security, Services and StorageWorks Solutions.

HP said that although some partners will focus on different specialisations, the majority will qualify for all competency areas.

Benefits on offer to successful partners include direct contact with HP, predictable compensation, sales and marketing resources, special pricing, early access to roadmaps and recognition as a proven HP partner. They will also get to use the Preferred Partner Programme logo on letterheads and marketing material. Resellers must requalify every year for Preferred Partner status to protect what HP calls "committed partner investment".

However Jos Brenkel, vice president Solution Partner Organisation (SPO), said the vendor expects to lose a number of partners to the competition as a result.

"We have weighed the risk up carefully, but there is a risk that some partners may question whether they want to continue working with HP. We are going to be rewarding loyalty and investing in tools and programmes to help those partners that want to invest in us."

HP has also launched is Smart Choice online portal, which allows Preferred Partners to offer customers HP products anytime through an online pricing portal.