Infotech Lead Asia: HP has announced enhancements to its ServiceOne program to help channel partners in Asia Pacific and Japan grow their services revenue by expanding into the high-growth services market.
The expanded program includes marketing support and sales tools, as well as a simplified structure that offers a predictable and profitable compensation model. It is designed to meet enterprise and SMB customer demands in the dynamic Asia Pacific and Japan region.
The enhanced ServiceOne program allows partners to gain the skills and tools required to effectively sell, architect and service complex solutions to deliver a ‘new style of IT’ for customers, with HP’s backing.
The extended ServiceOne program offers proven sales and marketing tools to help partners generate new leads, increase demand for services, mine existing business and complete deals.
HP has launched the new ServiceOne marketing campaign, “Hardware is only half the story,” that enables partners to co-brand with HP, making it easier for partners to differentiate, sell and grow profitably with HP.
The company has also organized executive development program for HP ServiceOne partners run in collaboration with INSEAD Business School, Singapore. This 3-day course equips partners with the business, sales and technical skills needed to competently service their customers’ complex business models.
Further the company has also announced a simplified compensation model that removes rebate revenue gates and caps to improve partner revenue predictability. This provides clearer visibility to the amount of rebates so partners start getting rewarded from the first sale, opening the door to greater earning potential.
“Customers in this region want their partners to have the same level of proficiency as the vendor to meet their complex support requirements,” said Tirthankar Banerjee, director, Technology Support Services, HP India.
“To fully capitalize on this opportunity, partners need to transition from the traditional reactive IT support model to a proactive and pre-emptive services sales and delivery model,” Banerjee added. “By extending ServiceOne, HP is helping partners deliver industry-leading solutions to their customers, backed by the HP’s strong marketing and technical expertise.”
Recently HP signed a new deal with Black & Veatch to manage technology infrastructure and applications environment. The IT infrastructure will support the global engineering, consulting and construction company’s growth plan.