HP is expanding the finance options which will enable channel partners to encourage more deals to be signed off.
The vendor has renewed its partnership with HPE Financial Services but has also added DLL Group into the mix and indicated that it could well work with more finance players in local markets to provide greater channel coverage.
Deborah Baker, head of worldwide leasing and financing, HP, said that it wanted to help channel partners secure recurring revenue and offer competitive payment options.
“As HP becomes more aggressive in its shift to a services-led model, financing is a capability we are prioritising and integrating into more of our solutions. We strongly believe the more innovative our payment solutions are, the more likely we are to secure new business and maximise refresh opportunities,” she added that research showed that those resellers that adopted finance usually secured bigger deals from customers,” she said.
HP plans to extend the model in 2020 to have more local coverage.
“Statistically, when a payment solution is included in a solution, transaction size is higher, discount rates are lower and, therefore, overall margin in a transaction is higher for our channel partners. It also gives us the ability to mine the installed base and to potentially, interrupt a transaction early or at end of lease and ensure that the next transaction or the next contractual engagement is more assured with the customer,”Baker said.
