HP Shares Some Holiday Cheer with the Channel


Hewlett-Packard is giving the channel a few gifts this holiday season. The long-time channel stalwart announced this week updates to the HP PartnerOne program that include:

  • Reduced special pricing eligibility requirements from $50,000 to $25,000 for small-to-medium (SMB) deals.
  • Increased discounts for Value Express Pricing (VEP) across the HP ProLiant portfolio of servers
  • Increased discounts for Business Technology Optimization (BTO) SMB Target incentives from three to five percent.
  • Lowered the Professional Storage Specialist revenue requirement from $500,000 to $100,000 in annual revenue nationwide for HP storage products.

At a time when HP just revamped its entire line of server and upgraded its storage offerings, Terry Richardson, vice president of U.S. channel sales for the HP Enterprise Group, says these updates to the HP PartnerOne program are intended to help HP not only gain share, but also reward partners for their loyalty with more discounts and simpler SMB programs.

Richardson concedes that HP has been making a lot of headlines lately for all the wrong reasons. But going into 2013 HP wants to reassure partners that those distractions are not affecting the company’s focus on channel fundamentals. In fact, Richardson says that if you look past recent write-downs involving Autonomy, HP generated $4 billion in cash flow this past quarter.

Going into 2013 Richardson advises HP partners to stay close to customers that in the middle of not only shifting to a new generation of converged IT infrastructure, they are changing the way their organizations are structured. Convergence in the data center is starting to result in few specialized personnel as the management of servers, storage and networking becomes more unified. Richardson says solution providers would do well to heed this trend in terms of how their own practices are organized.

Richardson says it’s hard to predict with any certainty what exactly might occur in 2013 in terms of overall market trends. His best advice to partners is to stay agile at a time when customer requirements can unexpectedly change at any moment. In the meantime, it looks like HP is trying to share some additional cheer with the channel just in time for the holidays.

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