Story image

HP helps Kiwi resellers grow

23 Jul 13

HP has today announced new enhancements to its ServiceOne programme, designed to help channel partners in New Zealand grow their services revenue by expanding into the high-growth services market.

The expanded programme includes marketing support and sales tools, with a structure which the company says "offers a predictable and profitable compensation model."

“Customers in this region want their partners to have the same level of proficiency as the vendor to meet their complex support requirements,” said Howard Bowland, vice president and general manager, Technology Services Support, HP Asia Pacific and Japan.

“To fully capitalise on this opportunity, partners need to transition from the traditional reactive IT support model to a proactive and pre-emptive services sales and delivery model.

"By extending ServiceOne, HP is helping partners deliver industry-leading solutions to their customers, backed by the HP’s strong marketing and technical expertise.”

To meet enterprise and small and midsize business (SMB) customer demands in New Zealand and the Asia Pacific region, Bowland said channel partners need new ways to deliver solutions that help modernise infrastructures, tackle big data and embrace evolving business requirements.

The enhanced ServiceOne programme allows partners to gain the skills and tools required to effectively sell, architect and service complex solutions to deliver a ‘new style of IT’ for customers, with HP’s backing.

“As providers of technology to some of the fastest growing companies in the region, we need to drive service innovation to help our customers meet their business objectives,” said Anirudh Shrotriya, director, Shro Systems Pvt, India.

“As an HP ServiceOne partner, we are able to leverage HP’s intellectual property, technical expertise and now marketing knowledge to deliver high quality HP branded services to help our customers solve their toughest IT challenges.”

The extended ServiceOne programme also offers sales and marketing tools to help partners generate new leads, increase demand for services, mine existing business and complete deals.

HP is creating new opportunities for partners to expand their services business with the following:

• New ServiceOne marketing campaign that enables partners to co-brand with HP, making it easier for partners to differentiate, sell and grow profitably with HP.

• Executive development programme for HP ServiceOne partners run in collaboration with INSEAD Business School, Singapore. This 3-day course equips partners with the business, sales and technical skills needed to competently service their customers’ complex business models.

• A simplified 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 greater earning potential.