At its Global Partner Conference event here in Sands conference centre in Las Vegas today, HP boldly said it will spend $5.1 billion on the channel, worldwide, in financial year 2013. It will cut out some channel partners.
Dan Tindall, VP of worldwide channel sales (pictured) gave what he described as an overarching account of HP’s Partner One programme on different levels, including alliances and OEM deals.
It will introduce a simplified compensation model with rebates earned from the first units sold, better rewards for specialisations, and rationalised certifications.
“Our compensation model will be easier without gates,” said Tindall. HP will give increased rebates with a “more for more” model. Expert One is one of HP’s programme – it is cutting own 44 specialisations to 22. HP will cut down the six month model to a three month model for rebates. It will simplify the programme in 2014 fiducial year too.
Tindall said it is improving the software tools for its partners. It will do joint business plans rather than the “ad hoc model” it had before on the MDF (marketing development funds) front. Resellers will be able to close deals faster.
Alliance One is for ISVs and improving it by education, programme certifications and test and development, particularly regarding the cloud, claimed HP. It will build up communities and let ISVs get to HP stuff immediately, online.
HP Autonomy will also simplify, or rather create a partner programme. That will all change. It will have one programme across all partners. HP is at a point where the next phase of growth is partners, who give it reach into customers. Autonomy programmes were too complicated. HP Autonomy will follow the HP model and move it channel wise before 2018.
The worldwide programme will roll out on the 1st of May. HP sees no distinction between resellers in any territory.