HP has launched a new partner training program, HP University, as it seeks to help resellers capitalise on the move to subscription-based selling, future-proof their business and optimise revenue.
The new ‘one-stop shop’ for sales skills training, product education, solutions selling and certifications, is optimised to address industry transformation, from transactional to contractual and subscription relationships, HP says.
The program, which is available to Partner First partners, combines online and instructor-lead training and comes as the move to subscription selling intensifies.
“By adopting a subscription-based model, companies can tailor their computing environments to shape the experiences they want for customers as well as their workforce,” HP says.
“This shift requires a consultative approach to selling; HP University is intended to address this shift while increasing the bottom line for partners.”
Thomas Jensen, HP Inc vice president of worldwide channel sales strategy, says “Our global partner-focused HP University allows our vast ecosystem to focus on driving channel growth with relentless execution, a simple and clear education program and streamlined, effective operations to maximise growth and profitability.”
Courses include sales skills development and strategic solution selling which will ‘immerse attendees in realistic business problems and provide strategies to uncover key customer challenges, craft proposals and deliver the right messages to the right customers’.
HP says the coursework is geared to evolve towards a solution oriented sale, build deeper relationships, minimise wasted selling effort and maximise recurring revenue streams.
The training will cover all of HP’s core competencies, including security, device-as-a-service, mobility and managed print services.