HP Innovation Journal Issue 02: Spring 2016 | Page 13
::::::::::::::::::::::::::::
::::::::::::::::::::::::::::
::::::::::::::::::::::::::::
::::::::::::::::::::::::::::
percent of our global sales, functioning as
an independent extension of HP. We deliver
value to partners, so partners can deliver
value to customers. The execution is com-
plex, but the driving idea is as simple, and
powerful, as that.
This article introduces an ongoing column start-
ing in the June issue on sales transformation for
HP and partners. We welcome your feedback at
[email protected].
One of the most compelling things about
the new HP—the “world’s largest start-
up”—is the opportunity to innovate in every
pocket of the organization. Our mission, “to
engineer experiences that amaze,” is being
applied as vigorously to our channel strat-
egy as it is to our R&D labs. With the launch
of our new company, we are able to be more
focused and responsive to our partners’
needs, and help them deliver value in an
evolving market.
Innovation at HP is not just about products,
but about processes—and both types of
innovation have been deployed in radically
revamping our channel program for speed,
simplicity, and accelerated growth.
Our 250,000 channel partners deliver eighty
80%
of HP’s sales revenue
comes from channels
250,000
channel partners worldwide
A focus on delivering value and
building loyalty
Customers in every industry are trans-
forming their business models in response
to disruptive market conditions, IT innova-
tion, and changing consumer behaviors. IT
organizations are increasingly integral to
strategic business direction. For partners,
great opportunity lies in understanding
customers’ challenges, and helping IT
teams to provide not just infrastructure but
business solutions.
designed our new Partner First program to
meet partners where they are on this jour-
ney—meeting immediate business needs
while making new opportunities available to
encourage future growth.
The program features three tracks:
Transactional, Value and Alliance, and OEM.
The Transactional track is helpful for volume
sellers and small companies that don’t have
a large service business. The Value track is
optimized for VARS moving toward services;
it features training and benefits along the
road to solutions selling. The Alliance track
focuses more on ISVs, and on partners
adding value in emerging categories such as
immersive computing and 3D printing.
In all three Partner First tracks we are mak-
ing it easier for partners to access a wealth
of streamlined training programs, tools, and
processes for speed and consistency across
markets and geographies. We are commit-
ted to being first in speed and agility, first in
simple and consistent operations, and, as
a result, first in driving partner growth and
profitability.
HP Partner First: unlocking
opportunity at every level Building relevant solutions for
today, tomorrow and beyond
Some channel partners are farther along on
solutions-first selling than others. We have We started strong with the Partner Navigator
program, ensuring a smooth transition in the
>
30 words or less:
Jos’ take on megatrends and the HP sales channel
RAPID URBANIZATION CHANGING DEMOGRAPHICS HYPER GLOBALIZATION ACCELERATED INNOVATION
“More population
density in megacities
will offer our partners
efficiencies, but
they’ll also face the
challenge of increased
complexity and higher
expectations around
speed and service.” ”Millennials will be
40% of the workforce
in the 10 years,
expecting to use the
devices, apps, cloud
services and other
tools they choose to
work with for speed
and agility.” “As the heat shifts to
emerging markets
both for startups
and established
companies, HP’s
global channel
strength can help
partners thrive in new
markets.” “Every day brings
more speed, more
power, more
connected devices,
more information.
Partner First keeps
pace with more
resources and
innovative tools
and technologies
to support partner
growth.”
Innovation Journal Issue 2
13