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PartnerONE Overview

PartnerONE Overview. November 1, 2011. TABLE OF CONTENTS. Introduction Program Overview Membership Competency & Training Demand Generation Market Segments Compensation Additional Resources. Introduction. Introduction.

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PartnerONE Overview

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  1. PartnerONE Overview November 1, 2011

  2. TABLE OF CONTENTS • Introduction • Program Overview • Membership • Competency & Training • Demand Generation • Market Segments • Compensation • Additional Resources

  3. Introduction

  4. Introduction This overview of PartnerONE Program benefits, resources, tools and requirements is designed so HP Authorized Partners can take full advantage of all PartnerONE benefits. See PartnerONE Guide for complete details

  5. PartnerONE overview

  6. The evolution of PartnerONE PartnerONE has always been about PREDICTABILITY, PROFITABILITY & SUPPORT To adhere to that commitment, we’re: • Focused on initiatives that are predictableto make it easier to work with HP • Giving you the tools to stand out & become more profitable • Supporting your achievements by making you Specialists As a result, we are STRONGER TOGETHER

  7. HP PartnerONE: the pathway to success

  8. PartnerONE components

  9. The power of PartnerONE To date, HP SPO has won 45 channel awards, including: • 2Everything Channel XChange Tech Innovator Awards 2010 • 16 CRN executive award wins: • 25 Most Influential Executives Of 2010 • Top 25 Channel Sales Leaders Of 2010 • Top 25 Channel Mavericks Of 2010 • 8 CRN 2011 Channel Chiefs award wins • 5 wins in CRN’s 2011 Women of the Channel • 4 overall wins for CRN Channel Champions 2011 • 11 subcategory wins for CRN Channel Champions 2011 • 2 Business Solutions Magazine Best Channel Vendors 2011 • 3 wins in CRN Tech Innovator Awards 2011 • 5 Business Solutions Magazine Best Channel Products awards • 9 category wins and the 5 star award in 2011 Everything Channel Partner Program Guide • 2 overall CRN ARC 2011 category wins; 1 subcategory CRN ARC 2011 win • 2nd place win in CRN VAR500 for HP Services • CRN VAR500 award: HP Services Wins Medicare Contract

  10. PartnerONE membership

  11. Membership Membership is one of the four main components of the HP PartnerONE Program, and defines HP’s relationship with Authorized Partners operating in the U.S. The PartnerONE Membership Structure has three levels: BUSINESS PREFERRED SPECIALIST

  12. Membership structure REQUIREMENTS BENEFITS SPECIALIST • Insignia • Rebates • Upfront pricing opportunities • Growth Accelerator • Accrued MDF • Qualified leads • Competency: HP, third-party or combination expertise • Revenue: product line or product group specific revenue • Revenue: $500K in aggregate HP revenue • Provide pipeline and Reseller Sales Out information (upon request) PREFERREDPARTNERS • $3M: Growth Accelerator Rebates & Market Development Funds • $500K: Sales Support, Marketing Subsidies & Preferred Partner insignia • New Business Opportunity, Target, and Agent Sales • Demand Generation Tools, promotions & demo discounts • Partner Portal/Partner Support Center • Sales/Technical Training BUSINESSPARTNERS • Signed U.S. Partner Agreement • Profiling information updated • semi-annually HP Confidential

  13. Membership structure MARKET DIFFERENTIATION SPECIALIST CERTIFICATION PREFERRED TRAINING BUSINESS

  14. Membership: HP U.S. Partner Agreement Partners are automatically enrolled as members of the PartnerONE Program when they sign up to sell HP products, by signing anHP US Partner Agreement The HP U.S. Partner Agreement authorizes partners to purchase HP Authorized Products from authorized HP distributors for resale to end-user customers located in the U.S. HP Authorized Products do not require special training, certifications, or additionalPartner Agreement addenda as a condition of their availability for purchase for resale by partners. Once the HP U.S. Partner Agreement is signed, partners must comply fully with the Terms and Conditions of the Partner Agreement and PartnerONE Program to qualify for PartnerONE benefits.

  15. Membership: Assignments HP notifies Preferred and Specialist Partners annually regarding PartnerONE membership assignments. (HP reviews each partner’s total annual HP sales revenue, competency, and certification status on July 31 to determine membership status for the upcoming HP Fiscal Year, which starts on November 1.) HP reviews partners’ membership status and their investments in their HP relationships on a semi-annual basis to reward partners that achieve Preferred or Specialist status. (Partners maintain their upgraded membership status until the end of the HP Fiscal Year (October 31). HP notifies partners prior to any change in membership status.) Partners have a 30-day reconciliation period to dispute their PartnerONE Membership designations. The 30-day reconciliation period begins on November 1 and May 1 of each year. Questions??? Partners may inquire about their membership status at HPMarketingProgramSupport@hp.com

  16. PartnerONE competency

  17. Competency Competency has three sub-components: TRAINING CERTIFICATION PRODUCT AUTHORIZATION Training and Certification are required eligibility criteria for earning Enterprise Product Authorization, Enterprise Class Product Authorization, and Specialist Compensation benefits.

  18. Training & certification The Train & Certify page on the HP Partner Portal is the entry point for the HP ExpertONE Program. (Provides access to all HP training courses, webinars, certification requirements, exams, and more.) The Learning Center (via Train & Certify) allows partner employees to search for courses, exams, certifications, and services qualifications (Provides direct access to training, plus information on requirements and related details.) All PartnerONE members may use HP Partner Training Pass to simplify the purchase of certification courses and Product Authorization for employees (Qualified partners may use some of the Marketing Subsidies or MDF to purchase Training Passes.)

  19. Competency and training • Provides a world-class sales and technical certification program • Offers unparalleled opportunities to upgrade skills and increase value to customers through the HP ExpertONE Program • Certifications available across the entire HP portfolio: • Enterprise Servers, Storage, Network and Technology Services (ESSN & TS) • HP Software (HPSW) • Imaging and Printing Group (IPG) • Personal Systems Group (PSG)

  20. Competency and training (continued) • HP ExpertONE Program • Helps partners achieve sales and technical competencies necessary to plan, deploy, support and service HP technologies and solutions • Structured around five certification focus areas: sales, pre-sales, integration, administration, and hardware • Necessary to receive product authorization to resell many HP products, solutions and services • Complete details on Competency page of HP Partner Portal: (Programs/PartnerONE overview/Competency)

  21. Certifications Master (can be any of the following) Architect, Implementer/Integrator, Administrator, Support Expert (can be any of the following) Architect, Implementer/Integrator, Administrator, Support Professional (can be any of the following) Architect, Implementer/Integrator, Administrator, Support Associate (can be any of the following) Architect, Integrator, IT Business Management Sales HP Advanced Sales Certified HP Sales Certified Architect HP Technical Certified I HP Technical Certified II Support, Integrator, Architect HP Support Certified CAREER CERTIFICATIONS AFFILIATE CERTIFICATIONS

  22. Sales Areas

  23. Enterprise Sales Areas 3 Regional Sales Areas: ENTERPRISE SERVERS & STORAGE

  24. Enterprise Sales Areas 1 National Sales Area: HP NETWORKING, SOFTWARE, ENTERPRISE SECURITY & TECHNOLOGY SERVICES

  25. IPG Sales Area 1 National Sales Area for IPG

  26. PSG Sales Areas 6 Sales Areas for PSG

  27. Demand Generation

  28. Demand Generation • PartnerONE rewards the achievements of qualified Specialist and Preferred Partners with additional benefits and resources to help drive demand for HP products, services, and solutions. • Demand generation and sales support tools enable HP Authorized Partners to work with HP to drive customer demand, maximize mutual revenue growth, and measure ROI for joint marketing efforts.

  29. Demand Generation agenda • Marketing Toolkit • Market Development Funds (MDF) • Leads and Partner Locator • Marketing Subsidy Center • Demo Equipment

  30. Marketing Toolkit on HP Partner Portal • Providing easy access • Marketing Depot • Market Development Funds • Marketing Subsidies • Leads, Partner Locator • SPIFs and Promotions • HP Solutions Showcase • Demo equipment • Quote/configuration tools • Free literature and more • Helps partners leverage HP’s demand generation tools and resources

  31. Marketing Depot The new Marketing Depot features streamlined functionality—from navigation, to new content & delivery options, straight through to shopping cart improvements

  32. Market Development Funds (MDF) • Plan-based, results-oriented demand generation tool that derives success from a robust marketing planning process and a formal review of results • Provides qualified partners with Market Development Funds (MDF) that offset the cost of demand generation activities designed to drive new HP business and optimize revenue across the HP portfolio of products and services • Eligibility: • Preferred Partners earning over $3M in HP annual revenue; OR • HP Specialist Partners

  33. MDF conditions To receive MDF, qualified partners must engage with their HP sales resources in the following collaborative marketing planning activities: Develop a joint marketing plan aimed at driving HP sales Enter the marketing plan in the Business Planning Application by the published quarterly deadline Notify HP Partner Sales Rep that plan is ready for submittal HP Partner Sales Rep reviews and submits plan for approval Execute the marketing plan Create a claim (new claiming process for MDF allows multiple claims against one objective) Submit claim for payment by quarterly deadline Discuss and evaluate quarterly marketing plan results

  34. Using MDF funds Offset the cost of demand generation activities for • Advertising • Catalogs • Customer education & briefings • Direct mail • Equipment (demonstration/development) • HP Champions • Merchandising • Partner shows and events • Sales incentives • Seminars and webinars • Telemarketing • Training All funds provided in a given quarter must be spent in that quarter

  35. How HP calculates MDF Investment accrual rate (%) (found in the Demand and Compensation Matrix) • Published as Investment Accrual Rates in the Demand and Compensation Matrix semi-annually • Process: multiply the published rate times your net resale revenue for the same quarter last year • Visible in the Business Planning Application for proactive planning of demand generation activities Partner’s quarterly net resale revenue (prior year) Multiplied to determine the amount of MDF HP makes available to the partner on a quarterly basis

  36. Leads Program and Partner Locator • Delivers qualified sales leads to select partners committed to professionally managing leads • Aligned with PartnerONE membership structure • Provides priority status for HP leads generated in designated competency area(s) • Partner accountability expectations • Act on new leads within 3 business days, update status every 30 days • Three strikes you are out • Partner Locator on HP.com • Preferential listing for Specialist Partners • Opt in to be listed on Partner Locator

  37. Marketing Subsidy Center • Quarterly subsidy for eligible partners to fund high ROI demand generation or sales support activities • Available to Preferred and Specialist Partners, plus partners participating in Campus Reseller and Diversity programs • Promote your membership status in all materials • Marketing Subsidy Center provides multiple “spending” options • Pre-packed or custom campaigns • Website syndication • Training funds for certification

  38. Marketing Subsidy Center options *Requires ROI Reporting

  39. PWR Tools™ • High impact leads acquisition campaign delivered with “cool gifts” in kit with unique call to action • Targets key accounts in your local region • Agency helps develop target list (if needed), collects responses & routes to your designee • Lead management system tracks responses and opportunities • Sales reps just conduct the call & deliver the remote! • Gift options include choice of Ferrari, helicopter, HP MSM317 networking kit • Also available without “gift” for Public Sector targets

  40. Services From Bazzirk Bazzirk can provide additional marketing services, both turnkey or custom www.hppwrtools.com

  41. Integrated Marketing Services (TSRI) • Need a more customized technology or industry solution campaign? • Services include telesales, direct mail, email, event management, list acquisition, leads qualification/nurturing, and closed loop lead tracking services • Experienced telesales reps in broader HP solutions • Newly created campaigns for MFP trade/save, print assessments, GED partners and VDI www.tsrpartnerportal.com

  42. HP Solutions Showcase • Showcase is embedded within your current website with a simple syndication code that is added ONE time • HP content updates that are constant, timely, and compelling • Extend market reach & improve Search Engine Optimization (SEO) • Find new prospects (Leads go to your designee not HP) • Manage/track marketing activities • Assists in the maintenance of branding & content integrity See a demo: hp.partnerco.net

  43. HP Event Designer • Self-service tool to help plan and execute online or in-person events • Choose from list of approved HP topics and download webinars, presentation & other materials • Free creation of invitations, banners, reminders, thank you responses, along with registration pages & reporting • High res downloadable .pdf or html email is available) • Use subsidy for add-ons, such as printing/mailing, brochures, posters, giveaways ($250 limit), list purchasing and telemarketing Access via the Marketing Subsidy Center on the Partner Portal, Marketing Toolkit or www.hpeventdesigner.com

  44. HP Partner Training Pass • Supports certification and product authorizations • Flexibility : attend training when you need it • Practicality : lock in training dollars while funds/budget are available • Convenience : passes are valid for 1yr. after purchase • Redeemable for ESSN and Scitex courses in the HP Partner Training Schedule • Available for all partners • Eligible activity for partners with Marketing Subsidies or MDF • Training pass purchases with subsidy limited to $2,500 per qtr.

  45. IPG Marketing Services • Comprehensive marketing & data support for imaging and printing-focused lead generation efforts • Services include: • Telemarketing • Direct mail • Email • Print ad/collateral • Success stories/solution briefs • Database support and list services • ResponsePoint has core knowledge of HP Designjets, Scitex, Indigo printers, flatbed printers, and general IPG products and solutions • To learn more and/or initiate an order • Call 800 on website or • Select “QuickStart” or “contact us” tab on site www.responsepoint.com/hp

  46. Sales Blitz & eMarketing • Sales Blitz business development program empowers partner sales employees to schedule appointments with qualified prospects and grow pipeline • eMarketing services deliver powerful impression to targeted prospects: • Share your company news in a unique and customizable manner • Improve both volume and quality of website traffic • Generate targeted and qualified leads with help of Qualified Google Advertising Professional • Access tools and guidance to engage your company in Social Media www.ecoasthpmsc.com

  47. Demonstration Equipment benefit PROGRAM STRUCTURE • Offers a substantial rebate on the purchase or lease of a broad range of HP products for training centers, customer demos and salesforce automation • Benefits are eligible at branch and headquarters locations • Eligibility • Partners with $250K in annual reported resale during look-back time period • Business Partners, Preferred and Specialist Partners as well as Diversity and Campus Resellers • Specialist Accelerators • Stackable with base benefits and vary by designation

  48. Market Segment

  49. Market Segment agenda • Diversity program • SMB (1-999 employees) • Public Sector (Federal, State & Local, Higher Ed, K-12) • Healthcare • Campus Reseller

  50. Diversity program HP is committed to diversity within our partner base Creates partnerships with minority- and woman-owned technology firms that sell into the Federal, State and Local Government, Education and the commercial market space Achieve minimum sales of $250,000 in HP products, either through authorized resale transactions or agent sales Incremental Demonstration Equipment Accelerator benefits Marketing subsidy of $2,500 per quarter Listing on U.S. Partner Locator as an HP Diversity Partner Registration: www.hp.com/partners/diversity

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