HP Enhances PartnerONE Compensation Offering
Business Class Consultant rewards HP preferred and elite partners with back-end rebates for consultative and value-added services.
By Cecilia Galvinalvin
The HP Solution Partners Organization, based in Palo Alto, Calif., has introduced Business Class Consultant (BCC), a compensation offer that recognizes and rewards HP preferred and elite partners with back-end rebates when they provide consultative and value-add activities while reselling qualified business-class solutions.
To take advantage of the BCC offer, partners register eligible volume hardware sales with a commitment to providing specific value-add services through the HP deal registration tool. “We’ve been looking for ways to offer growth opportunities to partners and get them to invest in HP solutions across our portfolio,” says Tom LaRocca, vice president, marketing and strategy, Solution Partners Organization – Americas. “It was clear that we needed to come up with a growth tool that worked for our commercial products just like it works in our value products. That’s really what we’re bringing to market.” Some details of the offer are:
- Each registered BCC deal must be validated by HP and can be held by only one partner on the solution sale.
- Partners may register up to 10 qualifying BCC opportunities per deal type per month.
- Partners must submit a statement of work created for the end user for the specific opportunity to qualify for the offer.
Deal types eligible for BCC compensation-Industry Standard Server, Business Class Storage, and ProCurve Networking solutions-are also available across all account segments, including Enterprise/Corporate, Commercial Named and Non-Named, and Public Sector (SLED and Federal).
“The [compensation] offer will allow the value side of our partners to invest more in our commercial products because they know they can register the deal, and it will move these deals more into a solution sale than they’ve ever been before,” says LaRocca. Like other PartnerONE rebates, partners have the tools to determine their BCC rebates at the beginning of the sales cycle, a feature that, according to HP, helps them be more competitive and close more deals in today’s challenging economic climate.
LaRocca indicates there are likely other product lines HP can bring into the BCC. “Once we’ve got the formula correct, thin clients might be something we bring into the tool,” he says. “I think there are other [products in] our portfolio that make sense for this as well.”
In addition to the BCC offer, HP introduced a toolbar that gives partners one-click access to the HP Partner Portal. With a simple download that sits on partners’ desktops, the toolbar provides easy access to most commonly visited sites within the portal, along with customizable buttons and a real-time news ticker. The toolbar is available for download on the partner portal.
