HP dreaming of a 'simpler' PartnerOne future

Vendor announces further tweaks and additions to its global channel programme as it looks to get closer to partners

HP is gearing up to launch a raft of sweeteners to its global channel under its PartnerOne scheme in the coming month.

As ChannelWeb detailed back in June, the vendor’s reworked channel programme will come into effect on 1 November, focusing on a simple structure offering predictable and profitable compensation.

Alessandra Brambilla, HP EMEA channel vice president, told CRN: “This is an evolution, not a revolution – we know the channel doesn’t like revolution because of the huge cost of changing things radically.”

She added that the programme will be based on three pillars: simplification, profitability and credibility.

HP’s new membership levels will also come into effect on 1 November, with partners grouped into Business Partner (basic entry level), Silver, Gold and Platinum.

“In the past we have had different membership structures for the different business units. But we are just bringing everything under one global framework so everyone is under the same umbrella. It enables us to invest in the brand at different levels and generate demand for our partners,” she said.

Partners will also be offered more streamlined certification requirements spanning all regions and multiple HP business units, including HP Enterprise Group, HP Software and HP Printing and Personal Systems.

Brambilla explained the vendor was busy mapping existing partners’ levels of competencies so they can realign to the new model.

“We are designing this partner by partner,” she said. “The partners we have been consulting on this from our advisory board have given us very positive feedback on simplification.”

Under the new system, partners will have different levels of compensation depending on their accreditation levels, Brambilla explained. Also launching in November is a new Strategic Business Development compensation scheme open to a limited number of partners based on joint business planning.

“We have identified areas that we want to push and widened our objectives. When a partner reaches these they will qualify for additional compensation,” she said.

Finally, HP is introducing new specialisations in areas that it deems of strategic importance, Brambilla said, namely cloud, big data and professional services.