HP Unveils Two New Partner Programs for Separate Companies

With HP splitting into two separate companies in less than a month, it today unveiled details of the new partner programs for HP Inc. and Hewlett Packard Enterprise (HPE).

On Nov. 1, HP’s Partner One program will be replaced with HPE’s Partner Ready. HP Inc.’s Partner First program updates will be rolled out globally beginning Nov. 1 and continuing throughout 2016.

HPE will include HP’s enterprise hardware, software and services businesses, while HP Inc. will include its PC and printing businesses.

The Partner First program is aimed at being first in driving partner growth and profitability, first in speed and agility, and first in simple and consistent operations, according to HP.

“With more than 80 percent of our revenue coming through the channel, partners are critical to our success,” said Dion Weisler, HP Inc.’s future president and CEO. “Separation is a catalyst. As we create a new HP, we have a focused strategy that will enable our partners to provide innovative products and solutions that amaze customers. Together, we will capitalize on new growth opportunities and quickly adapt to market and customer dynamics.”

With Partner First, HP Inc. is introducing streamlined programs, tools and processes aimed at delivering innovation and consistency across all markets and geographies, the company said. It also is launching HP Sales Central, providing one place for partner sales representatives to access everything needed to make and close a sale.

In addition, the expanded product tracks and new integration track offer a framework for a broad range of partner profiles, including VARs, system integrators, service providers and ISVs.

Rick Beckers, president of CloudTech1 and member of the Channel Partners Advisory Board, said HP has been his company’s “go-to partner” for hardware, software and services over the past 30 years.

“We will continue a confident partnership with HP because they adapt well, have a deep talent pool and listen to us as partners,” he said. “The result of which is a better experience for our mutual customers. If there is one thing that I miss from our relationship with HP it is the dedicated SMB team representation that we used to have with them. Perhaps Partner One will bring that back? Only time will tell. It was a powerhouse effective way of doing business when we could communicate to, and work with, HP personnel that had an equal amount of skin in the game for our geographic area.”

The HPE Partner Ready program is aimed at helping partners deliver offerings that help their joint customers “evolve to the new style of business,” including transforming to a hybrid infrastructure, protecting the digital enterprise, empowering data-driven organizations and enabling workplace productivity, according to HP.

“Enterprises are focused more than ever on business outcomes in today’s increasingly competitive business climate” said Meg Whitman, who will become HPE’s president and CEO. “As we look toward day one of Hewlett Packard Enterprise, we remain committed to the channel and helping partners accelerate growth through

delivering comprehensive technology solutions to meet today’s customer demand. We are thrilled to start this new chapter together.”

Announced in March, the Partner Ready program retains the core membership models, and financial and non-financial benefits of HP’s Partner One program while adding further enhancements to help partners through improved partner profitability, increased demand generation and partner enablement, according to HP.

HPE will launch a new partner locator, roll out the previously announced Planned Marketing Development Funds (MDF) program, and add new cloud services to the Helion Partner Marketplace (United States only).

“When we look at enhancements that each of us will make for our individual companies, I can definitely say for the HPE side there will be a significant focus over the next year to look at the overall portfolio, and align and integrate the program across the hardware, software and services, and reward partners that sell solutions that include multiple components,” said Patrick Eitenbichler, director of marketing, Partner One Strategy HP.

Dasher Technologies has been an HP partner for about 18 years. Al Chien, its executive vice president of sales and marketing, said his company is “definitely more on the enterprise side,” so it will be part of the Partner Ready program.

“I think the changes are all positive,” he said. “HP is certainly trying to tailor their partner programs to our business priorities to coincide with theirs, and becoming more solutions oriented. One of the biggest changes for us is the international program. There has been the promise of having this in place for some time … and we’re looking forward to having that addressed.”

At HP’s Securities Analysts meeting last month, Tim Stonesifer, who will become HPE’s CFO, presented a plan to deliver $2.7 billion in ongoing annual cost reductions associated with the separation and specific to the Enterprise Services (ES) business. To achieve these savings, HPE expects 25,000 to 30,000 people to leave the company, primarily associated with the ES transformation.

HP wouldn’t comment regarding how the layoffs could potentially impact partners.