HP Sales Initiatives Direct New Storage Accounts to Channel Partners

By D.H. Kass

April 10, 2012

Hewlett-Packard Co. last week kicked off two new sales initiatives intended to catalyze channel sales of its storage products, both of which include guarantees from the vendor that new and incremental U.S.-based storage opportunities will begin and end with the channel.

Wrapped around the promotions is the vendor’s pledge that its direct sales force will steer new storage sales and up-selling opportunities to the channel.

Under the 100 Percent New Accounts promotion, HP will guide all new U.S. account sales for its storage portfolio--including Converged Storage products, 3PAR, StoreOnce Backup, LeftHand, IBRIX, X5000--to channel partners.

A second sales promotion, called the 100 Percent LeftHand and StoreOnce Initiative, is similar in that it directs orders for those lines from new and repeat U.S. customers--including accounts in emerging markets, local and state government agencies and education institutions-- to run through channel partners.

“With these new programs, HP is driving more storage sales opportunities and profitable growth potential to reseller partners than any other vendor,” said Chris Riley, HP Americas storage vice president.

“HP is helping partners increase revenue with HP 3PAR, HP StoreOnce and HP LeftHand products by bringing them more opportunities than ever before,” he said.

Any U.S. account to which HP has not sold storage in the last three years will be included in either or both sales initiatives, HP said. Channel partners must register new deals, the company said.

Accounts in which HP cannot unbundle storage from the overall solution, included those on the vendor’s Global Accounts list, or with sales to the federal government that binds the vendor to fulfill direct, are excluded from the sales promotions.

HP said that channel partners will benefit from access to new sales, deployment and maintenance opportunities, upping their chances to compete for new deals and, correspondingly, boost profits.

Matt Troka, CDW Corp. senior vice president, product and partner management, said that HP’s decision to move all new storage business to channel partners will build “trust and goodwill with the channel.”

The storage sales initiatives comes on the heels of HP’s ServiceOne Partner Support for Storage offer in February that enables channel partners to combine HP and their own branded services for sale to end users.