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