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Making it simpler for partners: HP Malaysia

AvantiKumar | Feb. 26, 2013
Global partner conference 2013 announces new tools for more predictable performance rewards, said HP.

Thiyagu Letchumanan - HP Malaysia  modified

Photo - Thiyagu Letchumanan, Managing Director, Hewlett-Packard Malaysia & General Manager, HP Enterprise Group, Malaysia.


The HP Global Partner conference's new programmes will deliver more predictable performance rewards with new tools that make it simpler for partners, said the technology solutions provider's Malaysia enterprise group head.

HP Malaysia managing director and general manager, enterprise group, Thiyagu Letchumanan, said the company is investing US$1.5 billion in its channel programmes throughout the world this year. "Other enhancements to HP PartnerOne programme include a new cloud test environment."

"Our goal is to deliver a consistent experience that will make it easier for partners to buy, sell and grow profitably with HP," said Letchumanan. "HP has built one of the industry's broadest partner ecosystems and we will continue to make significant investments to deliver the greatest business value for HP and our partners."  

He said the HP PartnerOne programme offered proven sales and marketing tools to help partners generate new leads, increase demand for products and services, as well as mine the existing business for new opportunities. "More profit is available for HP's partners with a simplified, consistent compensation model that removes rebate revenue gates and caps to improve partner revenue predictability. This provides clearer visibility to the amount of rebates so partners start getting rewarded from the first sale, opening the door to virtually unlimited earning potential."

Other benefits include:
- Increasing rebates for higher specialist designations, delivering more opportunities to increase profitability.
- Extending the amount of time partners have to use their marketing development funds (MDF) from three months to six months, providing more flexibility around both marketing activities and cash flow.
- Rationalising and simplifying sales and technical certifications in the HP ExpertOne training platform, while maintaining the integrity of individual certifications and making it easier for partners to gain the sales and technical skills to competently service and support HP customers.

Global IT platform

Letchumanan said that HP is making a significant IT investment to roll out its new global IT Unison platform to securely speed up collaboration with the company's business partners. HP Autonomy and HP Vertica will also transition - in a phased approach throughout 2013 -  into HP PartnerOne, which will help partners to capitalise on market opportunities associated with high-performance, real-time Big Data analytics."

In addition, Cloud computing will help partners to enter new markets, grow their customer base and so increase profitability, he said. The new HP CloudSystem Ready Program lets members of the HP AllianceOne Partner Program rapidly bring applications developed for the client server or Internet environment to the cloud. This programme enables ISVs (independent software vendors) to easily test applications using HP CloudSystem, including access to a test and development environment, training, a self-certification process, promotion resources and ongoing HP technical support."

The company's leasing and lifecycle asset management services subsidiary, HP Financial Services, has also extended HP CloudSystem financing to channel partners and their customers moving to the cloud, said Letchumanan, adding that the HP Printing and Personal Systems (PPS) group has also announced a PPS Services Specialisation to help partners extend their go-to-market portfolio by offering HP services that span the entire product lifecycle.


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