HP Expands PartnerOne SMB Initiative, Adds Healthcare Elite Designation

Vendor moves to catalyze opportunities for channel partners in attractive markets.

Hewlett-Packard Co. said it will expand its flagship PartnerOne channel program to include new initiatives around small- to medium-sized businesses and health care.

The vendor also said it will allow channel partners to count revenue from printing supplies toward their PartnerOne benefits, a change that is expected to earn resellers greater rewards and hasten their ability to upgrade from one program membership level to a higher rung.

Officials announced the program add-ons to about 1,000 channel partner attendees at the vendor’s annual Americas Partner Conference held in Las Vegas, NV this week.

HP disclosed an expansion to its existing SMB Elite program, the framework of which initially was announced in March, 2009 to provide supplemental resources and support, including sales leads, demand generation activities and exclusive promotions to designated specialists in that market.

The vendor now has paved the way for more channel partners to join the SMB Elite offering, halving the sales bar required to qualify for incentive funds to a reported $250,000 per year, and adding dedicated support to its benefit package for program members.

HP believes that the SMB market opportunity, which it pegs at some $70 billion, is significant enough to point a noteworthy portion of its channel partners in that direction.

A new PartnerOne program designation, Healthcare Elite, is similar in concept to the SMB classification in that it rewards those qualified channel partners that specialize in sales to the healthcare segment.

Stephen DiFranco, vice president and general manager, HP Solution Partners Organization, said that the PartnerOne program enhancements are aimed at catalyzing growth for channel partners in sizzling markets such as healthcare and SMB.

He said that HP made the program enhancements to “help partners accelerate growth in hot markets and provide them with a distinct business advantage.”

TAGS: SMB,HP,printing,healthcare,channel partner

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