Tag: Partner Advantage program

HP to throw $5.1 billion into the channel

Posted on February 19, 2013 by - Fun Stuff, News

HP, tindall, channel, resellers, sands conference centre, palazzo, venetianAt 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.

Juniper Networks kisses the cloud and its partners, too

Posted on January 16, 2013 by - Products

JuniperJuniper Networks has made bold promises with an announcement outlining changes to its Partner Advantage program.

The network company, which claims to support around 12,000 partners, has decided to take advantage of the growing cloud trend and incorporate these products into its services.

Of course, this isn’t a ground-breaking ploy, with companies moving to take advantage of the cloud and the revenue it offers for a good few years now, and it could be argued that the company has been a bit slow on the uptake.

However, Juniper is pushing ahead also announcing a range of new support, maintenance and professional partner services.

It says its Partner Advantage Cloud programme will depend on, rather than compete with, partners and help to bring “cloud-ready products to the market”. It also claims its strategy is to acknowledge partner cloud service and infrastructure capabilities and connect them with Juniper’s technology partnerships to create cloud-ready bundles that are easier for providers to deploy and manage. Whatever that means.

Partners in the programme will be given relevant tools and resources to drive cloud differentiation and growth.

The company has also outlined two specific areas: Partner Support Services and Partner Professional Services.

Juniper’s Partner Support Services will focus on support and maintenance services with partners treated to four new services troubleshooting workshops, including service provider routing, enterprise routing, enterprise switching and security, designed to help partners improve service delivery effectiveness, later this year.

Juniper’s Partner Professional Services is said to focus on validating partners’ professional services capabilities. We assume there will be a cost. Juniper didn’t say.

The programme also promises revenues and rewards to partners, although how hard they have to work, or how much they have to originally stump up for marketing and training to achieve this, is anyone’s guess.