Subscribe / Unsubscribe Enewsletters | Login | Register

Pencil Banner

A simpler, more profitable partner programme: HP Malaysia

AvantiKumar | Nov. 8, 2013
New enhancements to HP PartnerOne progrramme makes for easier, more predictable business for our Malaysian partners, says HP Malaysia MD Thiyagu Letchumanan.

Thiyagu Letchumanan_Managing Director, Hewlett-Packard Malaysia modified

Photo - Thiyagu Letchumanan, Managing Director, Hewlett-Packard Malaysia.


HP's new refinements to its PartnerOne programme will make it simpler for Malaysian partners to increase their profits, according to the technology giant.

Hewlett-Packard Malaysia managing director Thiyagu Letchumanan said the new enhancements amount to a simplified programme, which results in offering a predictable and profitable compensation model with new competitive rebates.

This includes streamlined certification requirements and the creation of role-based certifications spanning all regions and HP business units, including HP Enterprise Group, HP Software, and HP Printing and Personal Systems, said Letchumanan.

"HP understands that in order for our partners to grow their business and remain competitive we need to evolve how we work together," he said, adding that the HP PartnerOne enhancements also include an intuitive membership structure and an enhanced partner portal navigation experience.

One of HP's partners, enterprise solutions firm Convergent Technologies Group's executive vice president, sales, John Monahan, said: "In order to grow business, partners need programmes that offer tailored resources as well as effective training and support to help our customers meet their goals."

"The new HP PartnerOne model provides us with the right tools and incentives we need to grow our business with HP and our customers," said Monahan.

New incentives

HP's Letchumanan said the HP PartnerOne's compensation model includes three key areas to help partners drive incremental revenue and increase profitability:

-  "Core Compensation" aligned to membership status includes the removal of gates and caps, enabling qualifying partners to begin earning rebates from their first sale and giving them access to unlimited earning potential

- Growth in new business revenue opportunities

-Targeted products and services sales incentives

In addition, HP is now listing new competitive rebate rates for each HP PartnerOne level in the HP PartnerOne Compensation Matrix, which can be accessed through the partner portal, he said.

HP is introducing new HP PartnerOne membership levels-Platinum, Gold, Silver and Business Partner-which will be consistent across HP business units and available in all regions. This new structure offers greater partner differentiation and is simpler and more intuitive for end customers. Partners will also find it easier to identify opportunities and differentiate their businesses in the marketplace.

As an added benefit for partners, HP will actively brand the highest partnership levels in end-user customer marketing campaigns, he said.

HP PartnerOne enhancements have been available since 1 November, in most countries. Partner portal enhancements will go live in early 2014.


Sign up for CIO Asia eNewsletters.