HP tweaks PartnerOne programme

Vendor announces new tiering system as it aims to simplify its channel relationships and reduce certification complexity

HP has announced enhancements to its PartnerOne channel programme, which it claims will help its partners accelerate growth, and further differentiate themselves in the market.

The newly simplified programme, which comes into effect on 1 November, will focus on a "simple structure" according to the vendor, that offers a "predictable and profitable compensation model".

Simplification was the watchword at the vendor’s recent global partner shindig in Las Vegas, where it first unveiled sweeping moves to consolidate rebate structure and certifications, and pledged to make itself easier to do business with.

Under the new, "simpler" PartnerOne, the vendor will offer streamlined certification requirements spanning all regions and multiple HP business units, including HP Enterprise Group, HP Software, and HP Printing and Personal Systems.

The compensation model will be focused on three key areas to help partners drive revenue: firstly core compensation aligned to membership status; secondly growth in new business revenue opportunities and finally targeted products and services sales incentives.

HP claims these changes expand on the core compensation enhancements announced in May 2013, when the vendor removed gates and caps, allowing partners to earn rebates from their first sale, and also giving them access to unlimited earning potential.

The vendor is also introducing new membership levels – Platinum, Gold, Silver and Business Partner – which again will be consistent across all business units and regions and which it claims will give its partners a clearer differentiation to take to market.

And it has streamlined its certification process, reducing the number of technical certifications in its Enterprise Group, for example, from 44 to 22.

Todd Bradley, executive vice president of strategic growth initiatives at HP, said: “Partner success is the foundation of HP’s relationship with the channel community, and our programmes must evolve to help partners better serve our mutual customers.

“HP PartnerOne continues to lead the industry by offering partners predictability, simplicity and profitability to allow more partners to increase revenue, earn greater rewards and grow their business with HP.”