PartnerONE Overview
November 1, 2011
©2011 Hewlett-Packard Development Company, L.P.
The information contained herein is subject to change without notice
TABLE OF CONTENTS
• Introduction
• Program
Overview
• Membership
• Competency & Training
• Demand Generation
• Market Segments
• Compensation
• Additional Resources
2
Introduction
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
PartnerONE overview
The evolution of PartnerONE
PartnerONE has always been about
PREDICTABILITY, PROFITABILITY & SUPPORT
To adhere to that commitment, we’re:
• Focused
on initiatives that are predictable to 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
6
HP PartnerONE: the pathway to success
Simplicity
• Performance-based membership program
• Straightforward investment path for benefit attainment
• Simplified compensation
Opportunity
• Robust marketing benefits to facilitate more new business wins
• Greater opportunities, rewards & recognition for partners who invest
in HP
• Numerous Specialist designations to include more market segments,
technology and solution areas
Predictability
• Streamlined eligibility requirements for key benefits
• Predictable benefits
• Clearly defined requirements for each membership level
PartnerONE components
Compensation
Benefits and incentives for selling HP products, services and
solutions, including when acting as agent for HP
Demand generation
Sales and marketing tools to generate demand with ability to target
market segments
Competency
Training and certification helping partners differentiate in the market
Membership
Business, Preferred and Specialist with access to rich portfolio of
products, services and solutions
PARTNERS ARE CRITICAL TO HP’S SUCCESS
The power of PartnerONE
To date, HP SPO has won
45 channel awards, including:
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9
2 Everything 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
©2011 HP Restricted. For HP and Channel Partner use only.
PartnerONE membership
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
Membership structure
REQUIREMENTS
BENEFITS
• Insignia
• Rebates
• Upfront pricing
opportunities
• Competency: HP, third-party or
combination expertise
SPECIALIST • Revenue: product line or product group
specific revenue
• $3M: Growth Accelerator Rebates & Market
Development Funds
• $500K: Sales Support, Marketing Subsidies
& Preferred Partner insignia
• Revenue: $500K in aggregate HP
PREFERRED revenue
PARTNERS • Provide pipeline and Reseller Sales
Out information (upon request)
• Signed U.S. Partner Agreement
BUSINESS
• Profiling information updated
PARTNERS semi-annually
• Growth
Accelerator
• Accrued MDF
• Qualified leads
• New Business Opportunity, Target, and Agent Sales
• Demand Generation Tools, promotions & demo
discounts
• Partner Portal/Partner Support Center
• Sales/Technical Training
HP Confidential
Membership structure
MARKET
DIFFERENTIATION
SPECIALIST
CERTIFICATION
PREFERRED
TRAINING
BUSINESS
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 an HP 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
additional Partner 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.
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
PartnerONE competency
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.
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.)
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:
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•
Enterprise Servers, Storage, Network and Technology Services (ESSN &
TS)
•
HP Software (HPSW)
•
Imaging and Printing Group (IPG)
•
Personal Systems Group (PSG)
©2011 HP Restricted. For HP and Channel Partner use only.
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)
20
©2011 HP Restricted. For HP and Channel Partner use only.
Certifications
CAREER 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
AFFILIATE CERTIFICATIONS
Sales
•
HP Advanced Sales Certified
•
HP Sales Certified
Architect
•
HP Technical Certified I
•
HP Technical Certified II
Support, Integrator, Architect
Professional (can be any of the following)
Architect, Implementer/Integrator, Administrator,
Support
Associate (can be any of the following)
Architect, Integrator, IT Business Management
•
HP Support Certified
Sales Areas
Enterprise Sales Areas
3 Regional Sales Areas: ENTERPRISE SERVERS & STORAGE
Enterprise Sales Areas
1 National Sales Area: HP NETWORKING, SOFTWARE, ENTERPRISE SECURITY &
TECHNOLOGY SERVICES
IPG Sales Area
1 National Sales Area for IPG
PSG Sales Areas
6 Sales Areas for PSG
Demand Generation
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.
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©2011 HP Restricted. For HP and Channel Partner use only.
Demand Generation agenda
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Marketing Toolkit
Market Development Funds (MDF)
Leads and Partner Locator
Marketing Subsidy Center
Demo Equipment
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©2011 HP Restricted. For HP and Channel Partner use only.
•
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
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©2011 HP Restricted. For HP and Channel Partner use only.
Marketing Depot
The new Marketing Depot
features streamlined
functionality—from
navigation, to new content
& delivery options, straight
through to shopping cart
improvements
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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:
•
•
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Preferred Partners earning over $3M in HP annual revenue;
OR
HP Specialist Partners
©2011 HP Restricted. For HP and Channel Partner use only.
MDF conditions
To receive MDF, qualified partners must engage with their HP sales
resources in the following collaborative marketing planning activities:
1. Develop a joint marketing plan aimed at driving HP sales
2. Enter the marketing plan in the Business Planning Application by the
published quarterly deadline
3. Notify HP Partner Sales Rep that plan is ready for submittal
4. HP Partner Sales Rep reviews and submits plan for approval
5. Execute the marketing plan
6. Create a claim (new claiming process for MDF allows multiple claims
against one objective)
7. Submit claim for payment by quarterly deadline
8. Discuss and evaluate quarterly marketing plan results
Using MDF funds
Offset the cost of demand generation activities for
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Advertising
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Catalogs
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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
34
©2011 HP Restricted. For HP and Channel Partner use only.
How HP calculates MDF
•
Published as Investment
Accrual Rates in the Demand
and Compensation Matrix semiannually
•
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
©2011 HP Restricted. For HP and Channel Partner use only.
35
Investment accrual rate
(%)
(found in the Demand and
Compensation
Matrix)
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
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
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Partner Locator on HP.com
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•
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Act on new leads within 3 business days, update status every 30
days
Three strikes you are out
Preferential listing for Specialist Partners
Opt in to be listed on Partner Locator
©2011 HP Restricted. For HP and Channel Partner use only.
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
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•
Pre-packed or custom campaigns
•
Website syndication
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Training funds for certification
©2011 HP Restricted. For HP and Channel Partner use only.
Marketing Subsidy Center options
MARKETING DEPOT*
Co-branded demand generation tools
HP EVENT DESIGNER*
Online tool for planning webinars and
events
PWR TOOLS™ & CUSTOM
CAMPAIGNS*
Turnkey direct marketing campaigns
HP PARTNER TRAINING PASS
Passes redeemable for HP sales/cert
training
INTEGRATED MARKETING
CAMPAIGNS*
Customized campaigns for targeted
segments/solutions
IPG MARKETING SERVICES*
Campaign support for IPG focused
resellers
HP SOLUTIONS SHOWCASE
HP content on your website and social
media with leads capture
*Requires ROI Reporting
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©2011 HP Restricted. For HP and Channel Partner use only.
SALES BLITZ AND eMARKETING*
Call Blitz training for reps and eMarketing
tools and services
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
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©2011 HP Restricted. For HP and Channel Partner use only.
Services From Bazzirk
Bazzirk can provide additional
marketing services, both turnkey or
custom
www.hppwrtools.com
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©2011 HP Restricted. For HP and Channel Partner use only.
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
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©2011 HP Restricted. For HP and Channel Partner use only.
www.tsrpartnerportal.com
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
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©2011 HP Restricted. For HP and Channel Partner use only.
See a demo:
hp.partnerco.net
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
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©2011 HP Restricted. For HP and Channel Partner use only.
Access via the Marketing Subsidy Center
on the Partner Portal, Marketing Toolkit or
www.hpeventdesigner.com
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.
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©2011 HP Restricted. For HP and Channel Partner use only.
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”
“contact
us” tab on
45 − ©2011
HP Restricted.
For HP and Channelor
Partner
use only.
www.responsepoint.com/hp
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:
•
•
•
•
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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
©2011 HP Restricted. For HP and Channel Partner use only.
www.ecoasthpmsc.com
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
BENEFITS: BUSINESS
• PSG and HP Networking, one
unit per quarter
• IPG, three units per quarter
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©2011 HP Restricted. For HP and Channel Partner use only.
BENEFITS:
PREFERRED/SPECIALIST
• PSG, EB including HP
Networking, one unit per quarter
• IPG, three units per quarter
Market Segment
Market Segment agenda
•Diversity program
•SMB (1-999 employees)
•Public Sector (Federal, State & Local, Higher Ed, K-12)
•Healthcare
•Campus Reseller
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©2011 HP Restricted. For HP and Channel Partner use only.
Single
lineprogram
title
Diversity
•
•
•
•
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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©2011 HP Restricted. For HP and Channel Partner use only.
•
•
•
Single
lineChannel
title
HP SMB
•
Providing right products, services, & solutions to address
SMB customers’ long-term technology needs and strengthen
relationships
•
Investing heavily to help partners better serve SMB
customers
•
SMB Expressway
•
SMB Partner Sales Center &
SMBx Center
•
Competitive solutions and offers from HP Financial Services
(HPFS)
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©2011 HP Restricted. For HP and Channel Partner use only.
Single
linechannel
title
HP SMB
strategy
Recruit partners to
address untapped
market segment
opportunity
Reward partners
with focus on
mutual profitability
Driving SMB growth with
a “Wider & Deeper”
Partner Engagement
that is simple, consistent
and predictable
Enable partners
through industry
leading marketing
programs
Drive greater market
share with high
growth partners
Channel Partners are HP’s primary SMB growth
engine
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©2011 HP Restricted. For HP and Channel Partner use only.
Healthcare and Public Sector
•
Robust offering for Healthcare, Federal,
State and Local Governments and
Education (K-12 and Higher Education)
•
Available to partners with Healthcare or
Public Sector market expertise
•
Benefits include Marketing and sales
support through demo equipment, marketing
subsidies, MDF, qualified leads, Partner
Locator listing, training, events, more
53
©2011 HP Restricted. For HP and Channel Partner use only.
Single
lineReseller
title
Campus
•
Available to partners that meet the following:
•
Physical store location on a campus
•
Storefront open 30 hours/week
•
Display of at least two HP products at all times – one
PSG
•
Completion of required HP Campus Reseller training
•
Active HP Campus Reseller addendum to the U.S.
Partner Agreement
•
Demo units at a deeper discount than traditional demo
program
•
Marketing subsidy of $2,500 per quarter
•
Extended price protection
•
Extended DOA policy
©2011 HP Restricted.
For HP andallowance
Channel Partner use only.
• 54 Increased
returns
Compensation
Compensation agenda
•Specialist designations
•Growth Accelerator
•New Business Opportunity
•Target
•Agent
•Penetration Rate Index (PRI) for Technology Services
56
©2011 HP Restricted. For HP and Channel Partner use only.
The HP Specialist Partner
• Pinnacle of PartnerONE membership
• Receive the highest level of PartnerONE benefits
• Greatest incentives to deliver solutions aligned with
HP’s go-to-market initiatives
• Supersedes “Elite” designation of previous years
Specialist insignias are available in solid blue,
solid black and solid white only. They are also
available in horizontal or vertical.
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PartnerONE Specialist Partners
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•
For 2012, Specialist designations are tightly aligned with the HP
Business Units
•
Three market Specialist designations continue to align with
HP’s focus: Healthcare, Public Sector and SMB
•
Partners achieve Specialist status by reaching revenue and
competency requirements
•
Open to HP Preferred Partners who have demonstrated proven
competencies in Specialized areas
Specialist and HP Partnership Commitment
•
Specialist Partners commit to:
•
Having a 75%+ of sales in face-to-face selling model (with exception of Direct
Marketer Specialists)
•
Achieve sales revenue and growth targets significantly above those of
other HP Partners.
• Maintain levels of HP-certified, trained staff required to support these
targets
• Conduct HP-specific demand generation activities
• New ESSN sales training: Selling Through Curiosity
•
HP has committed to:
•
Develop and conduct brand-recognition campaigns that highlight the
special capabilities and relationship Specialist Partners have with HP
• Provide enhanced compensation incentives for selling and supporting HP
solutions
59
HP Restricted - For HP and Channel Partner Internal Use
Why Achieve Specialist Designation(s)?
•
•
•
•
•
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Membership focus on these partners as “go-to partners”
Unique Specialist designation branding for each key solution
Specialist branding and market awareness
• End-user campaigns
• Co-marketing
• Logos/insignias prominently displayed in campaigns, product
pages, ads
• Exclusive Campaign Central collateral for Specialist Partners
• Qualified leads to Specialist Partners
• Priority listing through Partner Locator
Financial rewards to grow your business
Specialist Home Page
ESSN Training Requirement
•
•
An instructor-lead virtual workshop, which is intended for sales people and
teaches simple, easy to use selling techniques which are agnostic to all selling
methodologies
The program asks participants this relevant question, "How do your skill sets
compare to the world's most successful sales people?" and closes skill gaps by
teaching
– A Customized Prospecting System
– Mastering Information Gathering
– Creating Customized Value
– Objection Handling, Negotiating and Closing
– Relationship Building
www.akacrm.com/partners/barryrhein.html
ESSN & TS SPECIALIST DESIGNATIONS
PartnerONE Specialist Portfolio at a glance
IPG SPECIALISTS
Converged Infra
Graphics
Virtualization
Managed Print
Enterprise Storage
Managed Print Advanced
Bus Critical Server
Document Solutions
Advanced Networking
Professional Networking
PSG SPECIALISTS
Note: Several specialist
designations are evolving,
combining, etc. The following
slides will go into detail about
each BU’s designations and
what’s new & different.
= NEW for FY12
Client Virtualization
Network Security
HP Software
ServiceONE
MARKET-SPECIFIC SPECIALISTS
System Integrator
Public Sector
AppSystems
SMB
Direct Marketer
Healthcare
FY12: ESSN/TS/SW Specialist Portfolio
FY11: ELITE
FY12: SPECIALIST
Converged Infra
Converged Infra
Virtualization
Virtualization
Enterprise Storage
Enterprise Storage
Bus Critical Systems
Bus Critical Systems
Networking
Advanced Networking +
Network Security
Network Security
HP Software
HP Software
Services Sales
ServiceONE
System Integrator
System Integrator
Microsoft
AppSystems
SAP
Direct Marketer
Professional
Networking
Oracle
SCI
= NEW for FY12
Portfolio Specialist Program
HP ENTERPRISE VALUE SPECIALIZATIONS
•
HP Partners in Portfolio Specialist designations
help solve customer business problems by
delivering innovation and faster time to
application value. These Partners have expertise
in HP technologies and services as well as thirdparty software vendors such as Microsoft, Oracle,
SAP and VMware.
•
Having earned certifications from both HP and
third-party solution providers, Portfolio Specialist
partners are uniquely positioned to design,
propose and implement more comprehensive
solutions to accelerate business results.
64
©2011 HP Restricted. For HP and Channel Partner
use only. - For HP and Channel Partner Internal Use
HP Restricted
CONVERGED
INFRASTRUCTURE
VIRTUALIZATION
APPSYSTEMS
Portfolio Specialists
CONVERGED INFRASTRUCTURE SPECIALIST
Offers the highest level of partner benefits for expertise in BladeSystem, Storage,
Networking, HP Software and Services
VIRTUALIZATION SPECIALIST
Focus on HP virtualization technology and software from VMware and Citrix
APPSYSTEMS SPECIALIST (NEW FOR FY’12)
Partners must select track(s) to participate in:
•HyperScale (formerly Scalable Computing & infrastructure)
•Microsoft – MS SQL, MS UC, or MS Virtualization
•Oracle
•SAP
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Enterprise Storage Specialist
REQUIRED
Enterprise Storage Authorization
REVENUE
Revenue: $1M per area per year in Enterprise Storage:
PLs: J2, 3S, 3Z, LJ, LK, LM, LH, TF
SALES CERTS
ASC Enterprise Storage
PRESALES CERTS
APC Enterprise Storage
TECHNICAL CERTS
Master ASE Storage Architect [2011]
FED.
QUALIFICATIONS
Federal Partner Qualifications: Meet competency
requirements for 1 Sales Area to attain national status
OPPORTUNITIES
•
•
•
•
3% backend rebate (2% on PL LH,TF)
Stackable: NBO, Target and Growth Accelerator
Specialist Core benefits
Qualify for Converged Infrastructure Specialist with
incremental 2% rebate on eligible PLs
Each certification requires one individual per authorized Sales Area and capped at 3 individuals for National
partners
66
HP Restricted - For HP and Channel Partner Internal Use
Business Critical Server (BCS) Specialist
REVENUE
$750K per Selling Area in PLs 1X and 23
SALES CERTS
ASC-Selling BCS Solutions [2012]
PRESALES CERTS
• ASE-HP Server Architect [2012]
• HP-UX/OVMS module
• MASE-HP Superdome 2 Server Architect [2012]
TECHNICAL
CERTS
• ATP-HP BladeSystem Solutions [2012]
• ATP-HP Rack Servers [2010]
• Specialty in HP OS/Multi-OS Course
REBATE
3% back-end
Each certification requires one individual per authorized Sales Area and capped at 3 individuals for National
partners
HP Networking: 2 New Specialist designations
NAME
PROFESSIONAL NETWORKING SPECIALIST
REVENUE
$100k in Networking sales
SALES CERTS
ASP – Networking [2011] or HP Sales Certified
Networking Solutions [2012]. Two individuals per
Partner.
TECHNICAL CERTS
AIS – Network Infrastructure [2011]. One individual per
Partner
HP Networking: 2 New Specialist designations
NAME
ADVANCED NETWORKING SPECIALIST
REVENUE
$500k in Networking sales
SALES CERTS
1. Product Authorization: APP Enterprise Networks [2011]. Two
individuals per Partner
2. ASP—Networking [2011] or HP Sales Certified Networking
Solutions [2012]. Two individuals per Partner.
3. ASC—Enterprise Networking [2011] or Advanced Sales
Certified -Enterprise Networks [2012]. Two individuals per
Partner
TECHNICAL
CERTS
1. AIS—Network Infrastructure [2011]. Two individuals per
Partner.
2. ASE—Network Infrastructure [2011] or ASE—Wireless
Networks [2011]. One individual per Partner
3. Master ASE—Network Infrastructure [2011] or Master
ASE—Wireless Networks [2011]. One individual per Partner
Network Security
NAME
Network Security Specialist
Recognizes and rewards partners that hold unique leadership
position in networking security
APPLICATION
PROCESS
•
•
•
•
REQUIREMENTS
See PartnerONE Guide for complete details
OPPORTUNITY
3% backend monthly Specialist rebate; automatic and
predictable
Existing Specialist partners: no need to reapply
Partners seeking Network Security Specialist status
Meet all requirements prior to entry
Apply via the Specialist home page at
www.hp.com/partners/us/Specialist
HP Restricted - For HP and Channel Partner Internal Use
HP Software Specialist
TWO TRACKS
NAME
STANDARD TRACK
ENHANCED TRACK
REVENUE
$1M. HP Software Licenses and
first-year support
$7.5M. HP Software Licenses and
first-year support
APPLICATION
•
•
•
FEDERAL
PARTNERS
Generate at least 75% of HP Software Specialist sales in the Federal
Market
OPPORTUNITIES
Two distinct compensation levels for Standard (1% rebate) and
Enhanced Specialist (2% rebate). For the latest compensation rebates
download the current Demand & Compensation Matrix from the HP
Partner Portal.
NEW IN 2012
Added PLs
• PL 32 (BTO Training & Ed)
• PL LH IM Licenses
• PL TF Storage Essentials licenses
Complete Qualified Software Addendum
Meet published revenue and competency requirements
Apply any time during the year
HP ServiceONE
NAME
SERVICEONE EXPERT
SERVICEONE SPECIALIST
REVENUE
$1million total annual revenue and
1.2 Overall TOP
$100,000 total annual revenue and
.6 Overall PRI
QUALIFICATIONS Participate in the TS ServiceONE Program – opportunity to sell and
deliver lifecycle solutions
TRAINING &
CERTS
2 Reps per partner to complete IT
to Business Alignment
Consultative Selling of Mission
Critical Technical, Course
00402962 and Prerequisite: 2
Support Services WBT
2 reps per partners to complete HP
Volume Support Services Portfolio
Training - Course 00405781 and
HP Value Support Services
Portfolio Training - Course
00405421
Transition period for Services Sales Elite partners: Partners in good standing with the
FY11 Elite requirements as of 10/31/11 will receive a 3% back end rebate through 4/30/12.
72
FY12: IPG Specialist Portfolio
FY11 ELITE
Graphics
FY12 SPECIALIST
Graphics
Managed Print
Office Printing
Managed Print Advanced
Document Solution
= NEW for FY12
Graphics Specialist
TRACKS
TRACK
TRACK
TRACK
TRACK
1: DESIGN
2: COMMERCIAL
3: INDUSTRIAL (LOW VOLUME)
4: INDUSTRIAL (MID-HIGH VOLUME)
QUALIFICATIONS Varies by track; See the HP Graphics Specialist Program
Guide for more details
OPPORTUNITIES
•
•
•
•
Varies by track
Point of Purchase Discounts (Track 1)
Product access to closed distribution products (Track 2-4)
PartnerONE Specialist Benefits
HP Restricted - For HP and Channel Partner Internal Use
Managed Print Specialist
REVENUE
$500K IPG or $5M ESSN a year
OTHER
REQUIREMENTS
•
•
•
•
•
500 devices under contract by end of year
Active customer visits & assessments
US Partner Agreement & Agent Addendum
Sales and Technical Training Requirements
Must assign HP MPS Champion
OPPORTUNITIES
•
AGENT Commission on supplies and services based on
monthly net customer invoice.
Top line revenue credit on Hardware
Access to HP’s MPS offer
Access to HP’s managed print sales and support team to
help qualify leads, conduct assessments, generate
proposals and close deals.
Hardware Product discounts on contract (“Combo”)
Growth Accelerator and Accrued MDF
•
•
•
•
•
LIMITED TO DEFINED METROPOLITAN
HP Restricted - For HP and Channel Partner Internal Use
Managed Print Advanced Specialist
REVENUE
•
•
$500K/year HP Commercial Laser Product
$250K/year in HP Original Supplies (Toner)
OTHER
REQUIREMENTS
•
Close a minimum of 3 SMP Deal or 1.5M new HP pages
on contract
Competency: Sales and Technical Certifications
See Managed Print Advanced Specialist Program guide for
additional qualifications
•
•
OPPORTUNITIES
•
•
•
•
•
•
•
Supplies Metered Pricing (under contract)
Hardware Combo Discount (under contract)
Competitive Displacement programs
Supplies Metered Growth Rebate
Growth Accelerator and Accrued MDF
Access to SPIF promotions
Advanced Sales Tools
HP Restricted - For HP and Channel Partner Internal Use
Document Solutions Specialist
REVENUE
$50K/year in DSS software (PL 2D)
OTHER
REQUIREMENTS
•
•
OPPORTUNITIES
•
•
•
•
•
77
HP Confidential
Dedicated DSS printing and imaging software sales
consultant and software pre-sales technical consultant
Sales and Technical Certification Requirements
Exclusive access to best-in-class HP and HP Solutions
Provider print management, security, and document
workflow solutions.
Exclusive access to the HP DSS Partner Support Hotline
Eligible to participate in co-funded dedicated DSS technical
consultant program.
Growth Accelerator
Accrued MDF
2012 PSG Specialist Portfolio
FY11 ELITE
FY12 SPECIALIST
Virtualization: TC *
Client Virtualization
Store Solutions
Retiring Designation
standalone program NEW
Store Solutions is being retired for 2012
Client Virtualization
•
•
•
•
Formerly Thin Client Elite in 2011
No longer need to be Virtualization Elite
New program will offer revenue tiers that will help partners invest and
grow to build their client virtualization practice
Increase back-end rebate to Virtualization and/or Cloud Specialists as
they sell the entire HP solution
Public Sector Specialist
FEDERAL | STATE & LOCAL |HIGHER EDUCATION| K12 EDUCATION
REVENUE
Partners must have sold either through the Agent offering
or through the resale motion, $500K annually of HP
product into the respective Public Sector line of business
(Federal, State & Local, Higher Education, or K12
Education)
CERTIFICATION/
COMPETENCY
•
•
One certified professional on staff
One sales rep dedicated solely to Public Sector sales
OPPORTUNITIES
•
Agent revenue included in Growth Accelerator offers
(IPG, PSG, ESSN)
Specialist Core benefits
•
HP Restricted - For HP and Channel Partner Internal Use
Small Medium Business (SMB) Specialist
REVENUE
Derive at least 50% of total annual HP sales revenue from
the SMB segment AND total annual HP SMB revenue
must be greater than $500K
OR
Derive at least 25% of total annual HP sales revenue from
the SMB segment AND total annual HP SMB revenue
must be greater than $1M
COMPETENCY
•
•
TRAINING
Developing a Profitable SMB Strategy -Exam HP3–F13
OPPORTUNITIES
Specialist Core benefits
ASP—HP SMB Solutions [2010] - Exam HP2–E32
APP—HP SMB Solutions [2010] - Exam HP2–E29
HP Restricted - For HP and Channel Partner Internal Use
Healthcare Specialist
REVENUE
Partners must have sold either through the Agent offering
or through the resale motion, $500K annually of HP
product and/or services into the healthcare market
COMPETENCY
•
•
Effective November 1, 2011, aspiring partners must
first complete all Healthcare training classes before
applying for Healthcare Specialist status. Previously,
HP granted new partners nine months to complete
training and certification requirements.
Effective November 1, 2011, qualifying partners must
meet the additional requirement of demonstrating
competency in at least one healthcare solution.
STAFF
One full-time, dedicated healthcare sales Rep. on staff
OPPORTUNITIES
•
•
Incentive for new Healthcare Accounts (PSG) with
approved NBO registration
Specialist Core benefits
HP Restricted - For HP and Channel Partner Internal Use
Growth Accelerator
•
Earn accelerated rebates for Y/Y growth
of eligible HP products and solutions
•
Rewards for achieving and exceeding
growth goals
•
Offers across the majority of business
units: Enterprise Servers, Storage and
Networking, Personal Systems Group
(PSG), Imaging and Printing Group (IPG)
•
Available to Specialist Partners and
Preferred Partners with $3M+ in annual
HP revenue
View the HP PartnerONE Program Guide on HP Partner Portal for eligibility requirements and benefit details.
82
©2011 HP Restricted. For HP and Channel Partner use only.
New Business Opportunity (NBO)
•
Rewards resellers that sell to new accounts
•
Registered by the reseller via the HP Deal Registration tool
•
No minimum deal size
•
Provides incremental benefits via distribution pricing
•
Rewards partners with offers from IPG, PSG, and EB including HP
Software, HP Services and HP Networking products
View the HP PartnerONE Program Guide on HP Partner Portal for eligibility requirements and benefit details.
83
©2011 HP Restricted. For HP and Channel Partner use only.
NBO (continued)
ELIGIBLE DEAL TYPES
Business Critical Systems (BCS) + Services
VOLUME NBO
VALUE NBO
X
X
X
Enterprise Class Storage + Services
ISS + Services
X
X
Business Class Storage + Services
X
X
HP Networking
X
X
Technology Services
X
X
X
Software (no look-back)
IPG Scanners, Color and Mono MFPs
X
PSG
X
84
©2011 HP Restricted. For HP and Channel Partner use only.
Target
ENTERPRISE TARGET
• Rewards partners when selling Business Critical Systems or Enterprise
Class Storage into SMB / Emerging Growth accounts
• Enables additional discount during negotiating process for resellers to
leverage the upfront benefit to help close the sale
PSG TARGET
• Rewards partners on eligible accounts in the Enterprise, SMB, and
SLED segments that have a lower than ideal Total Addressable Market
(TAM) to motivate partners to drive sales into these accounts.
View the HP PartnerONE Program Guide on HP Partner Portal for eligibility requirements and benefit details.
Agent
DEFINITION
Provides compensation, in the form of backend commissions, to
partners for supporting and servicing customers who purchase directly
from HP
• Referring business to HP
• Providing extensive value-added activities to end-user customers
that purchase HP products or services direct
PARTNER
BENEFITS
•
•
•
CUSTOMER
BENEFITS
•
•
•
Providing competitive commissions
Reducing financial exposure, as HP is responsible for product
fulfillment, back-office services, invoice management, shipping and
handling and returns and accounts receivable
Accommodating customers that need to “buy direct” while retaining
account control
Maintaining relationship with local partner and manufacturer
Leveraging web and contact centers for information and order
processing
Receiving competitive pricing from reseller
View the HP PartnerONE Program Guide on HP Partner Portal for eligibility requirements and benefit details.
HP Technology Services Total Operating
Performance (TOP)/Penetration Rate Index (PRI)
•
•
•
•
•
Total Operating Performance is new ServiceONE fair and comprehensive
Partner lifecycle sales performance measurement for ServiceONE Expert
Partners.
Penetration Rate Index equals a Partner’s Services Sales divided by their
Product Sales times HP Market Average Penetration Rate for ServiceONE
Specialist Partners
TOP/PRI rewards partners investing in growing their TS Services business
Each partner has a unique TOP/PRI measure relative to their portfolio
TOP/PRI will be used to determine eligibility for Technology Services Growth
HP Partner Market Average used to benchmark Partner lifecycle sales performance
Accelerator
Penetration Rate Index (PRI)
Installed Base Booster
Professional
HP Services
HP Care Pack
Services
Contracts
Services
New
+
View the HP PartnerONE Program Guide on HP Partner Portal for eligibility requirements and benefit details.
87
©2011 HP Restricted. For HP and Channel Partner use only.
Resources
PartnerONE and you…
•
HP is committed to PartnerONE and providing you, our valued partners, the best
channel program in the industry
•
Through PartnerONE, you have access to the broadest portfolio of products and
services from the largest IT company in the world
•
Members of PartnerONE Program receive exceptional benefits, access to
training, rich demand tools, and world-class support
•
With PartnerONE, you have the commitment of the entire HP organization to help
you deliver the products and solutions that can unleash new possibilities and help
you respond to the needs of today’s customers
89
©2010 HP Restricted. For HP and Channel Partner use only.
HP PartnerONE Resources
HP Partner Portal
www.hp.com/partners/us
PartnerONE Guide
www.hp.com/partner/us (under
Programs/PartnerONE popular links)
HP Partner Portal support
HPPartnerPortalSupport@hp.com
Specialist Partner
homepage
www.hp.com/partners/us/Specialist
Questions
HPMarketingProgramSupport@hp.com (ask about
rebates, levels, benefits, membership and more)
PartnerONE training
requests
HPPartnerONETraining@hp.com
PartnerONE online & onPartner Portal/Programs/PartnerONE Popular
90
demand
webinar
for PartnerONE
©2010 HP training
Restricted. For HP
and Channel Partner useLinks/Training
only.
THANK YOU