first in partnership · 2017-12-13 · first in partnership hp partner first program fy2018 apj...

First in partnershipHP Partner First Program FY2018 APJ

Program Guide

APJ Only - HP Restricted - For HP and Channel Partner Internal Use

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Program Guide | Contents

Now in its third year, the HP Partner First Program offers in-depth support to our partners, ensuring that you win and grow with HP. As one of our valued channel partners, you play an essential role in shaping our joint futures.

The HP Partner First Program is continuously evolving along with our solutions, our partners and indeed the technological world we live in. FY18 brings a host of new features and benefits including but not limited to;

- A new look HP Sales Central• Offering Sales Tools, Demand Generation/Marketing Support,

Training and Collateral to increase your ability to sell HP.

- HP University• A brand new learning experience launched to provide you

with all the product and skillset support you should need to navigate a changing market.

- New Solution Specialization and Focus Programs• Based around new HP offerings such as Device as a Service,

Education, Security and 3D Printing.

- A newly refreshed MDF program• Providing marketing funds allowing partners to extend their

reach and drive new business.

This guide provides an overview of the key benefits and requirements of the HP Partner First Program in effect during FY18. For further details around the program, including full terms and conditions, please visit HP Partner First Portal.

Welcome to the

HP Partner First Program

Find facts fast

• Links that look like this, HP Partner First Portal take you to information available from resources outside the guide.

• Links that look like this, Market Development Funds (MDF), take you to information located in another section of the guide.

http://partner.hp.com/

https://partner.hp.com/

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Program Guide | Contents

Welcome to the

APJ HP Partner First Program FY18 Get Started 4 A Message from Dion Weisler 5 What to Expect in FY18 6-8 Partner First Commercial Program Overview 10-11 Volume Partner Membership Overview 12-14 Solution Specialist & Focus Program Overview MaximizeProfits15 Core Compensation16 New Business Opportunity (NBO) 17 Supplies Partner Compensation Program Discover More 19 HP Partner First Portal 20 Partner Account Management Generate Demand21-23 Market Development Funds (MDF)24 HP Sales Central 25 Co-Marketing Zone Plus (CMZ+) 26 Increased Visibility 27 HP Incentive Programs 29-30 Partnering with HP for the Environment HP University31 A Streamlined Approach to Enabling our Partner32 HP University Structure 33 Sales Skills Training Overview 34 Mandatory Volume Certifications 35 Taking Certifications and Exams Quick Guide 36 Product Training Overview 37 Access HP Partner First Portal Commercial Partners Only 39 HP Smart Buy 40-41 Partner Marketing Manager (PMM) 42 Marketing Services Agencies 43 Special Pricing Supplies Partners Only 44 Partnering with HP for Growth Next Steps 45 Take the Next Step 46 Key Dates

Back to contents page

Program Guide | Get Started

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Get Started

A message from Dion Weisler, President & CEO, HPHP operates to a very simple formula–the strength of the channel equals the health of HP. We are excited about the new business opportunities ahead and are committed to our mutually prosperous partnership. Your success is vital to the success of HP.

As we enter this year as a new company, we’re focused on providing you with innovative products and solutions, a simple and clear partner program, and demonstrating operational excellence. We want to accelerate your growth and ensure that we build a great, long lasting relationship.

Together, we’ll enable success, amaze our joint customers with innovativeexperiences,andsetthestageforaprofitablefuture.Thank you for your role in HP’s success, and for your commitment to winning together.

Dion Weisler President & CEO, HP



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What to Expect in FY18HP has a deep channel legacy of more than 30 years - and we’re enhancing it further. HP strives to enable partner success by being first in driving growth and profitability, first in speed and agility, and first in simple and consistent operations. Also, you will see that we have retained much of the core membership structure and compensation models launched last year, while adding a number of improvements aimed at making it easier for partners to align to the program that best suits their business needs, providing a clear path for growth.

The HP Partner First Program is evolving to take advantage of market changes and partner ecosystem needs. The new program is designed to drive growth, develop new business, and to align with strategic priorities. While HP continue to drive volume business in the core categories (PC, Print, Supplies), we are also increasing focus on delivering growth in the new solutions and services.

HP Partner First has expanded the Product Tracks to include the following:

• Volume and Solutions focuses

• Incorporated new Integration focused tracks to drive Outsourced and Managed Services business

• Increase joint solution development

• Develop sell-with motions with the Global System Integrator program track.

Back to contents page6

Partner First Commercial Program OverviewThe Partner First Program is focused on being first in sales, speed and solutions, offering a comprehensive framework that encompasses a broad range of partner motions. As a Partner, you have the flexibility to participate in the program track that best suits your current business needs while at the same time exploring new avenues for future growth.

*Offerings vary by country.

Maintain Core Momentum

Simplicity

Guiding Principles

Ease of Business Growth

Enable Growth &Future Business

Platinum

Gold

Silver

PrintPC Supplies

Volume Solution & Services*

Workstations

3D Printing

Client Virtualization

Retail Solutions

Mobility SolutionsSystems Integrators

D-a-a-S

Managed Print

Graphics

Designjet

Technical Production

3D Scanning

Services

Education Focus Program

Independent Software Vendors



Product TrackVolume The Partner First Volume track enables and drives revenue in PC, Print and Supplies categories. Membership structure is based on partner portfolio and product category focus. Entry into the program tiers is based on separate revenue thresholds in PC, Print and Supplies.

SolutionsThe Partner First Solution track enables partners to gain new competencies and drive growth in key solution areas aligned with HP strategic objectives (Mobility and Vertical Solutions, Managed Print, and Services) and key product specializations, such as Workstations and Graphics. Entry into a Product or Solution Specialization is based on select criteria, including: partner competencies, certifications and revenue thresholds.



CompensationThe compensation model has not changed—you continue to retain the profitability and predictability of working with HP. We are also still offering the opportunity to achieve and earn benefits at Silver, Gold, and Platinum membership levels for the Volume track, and more integrated benefits for the Solution tracks. Additionally, the HP Partner First Portal continues to bring you mobile, anytime access to all compensation, MDF, pricing, deal registration, marketing, sales support tools, and more. As a result, you are equipped to predict earned rebates and effectively chart a course to growing your business with HP, independent of your unique business.

To help you chart an accelerated course to growing your business with HP, we’ve developed several tools for all partner business models to leverage, including:

A single portal, the HP Partner First Portal, for easy access to program information in one location

A single partner agreement with multiple addenda, simplifying the partner process

A single MDF process and compliance requirements, bringing access to an array of marketing resources






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Volume Partner Membership Overview

Membership levelsWhen you first join HP Partner First, you enter at a Silver Partner level. With increased investment, and sales revenue growth, you are able to move up from Silver to Gold to Platinum status – each with its own specific set of program requirements and rewards. As your membership level rises, so too does your access to benefits. These are cumulative, which means you have access to the benefits at your level in addition to the levels below. Learn more about specific specializations, benefits, and compensation models in the following sections.

ProgramBenefitsOverview

Sales Compensation Marketing• Executive Sponsorship

• Joint Business Manager

• Partner Business Manager coverage

• Deal Registration & Special Pricing

• Lead Generation

• Core & Strategic Compensation

• New business opportunity

• Joint Marketing Plan

• Marketing Development Funds

• Partner Marketing Manager

• Sales Plays

• Co-Marketing Zone+

• Partner Locator listing

• Post sales support

• Training and certification

• Partner Portal access

Note: Implementation of benefits by tier may vary slightly by country

Membership tier-based benefits

Foundational benefits

• Product Syndication

• HP Sales Central


HP Silver PartnerYou have a knowledgeable sales staff and mid-volume product sales in Print, PC or Supplies.

HP Gold PartnerYou have a knowledgeable sales staff and high volume product sales in Print, PC or Supplies.

HP Platinum PartnerYou have a knowledgeable sales staff and very high HP product sales in Print, PC or Supplies.

Program Guide | Get Started Platinum Gold Silver

Win more

Executive engagement - HP President/Vice-Presidents

Priority invitation to Key HP events & forums *

Tiered Rebate $$ $$ $

Complimentary Access to HP Sales Skill e-learning ** *

Joint Business Planning ** *

Sell more

Listing in Partner Locator ** *

Strategic & Specialization bonus ** *

Market Development Funds (MDF) ** *

Access to customer financing

Accelerator rebates

Base rebate from $1

Get ahead

Deal registration - based benefits

Access to BU-specific pre-sales resources

Special pricing access

Membership insignia/ logo usage

Access to Partner Portal, promotions & training

CriteriaHP Silver Partner

HP Gold Partner

HP Platinum Partner

Partner Agreement1

Revenue Threshold2

Sales Certified Printing

Sales Certified Computing

Sales Certified Supplies


Solution Specialist OverviewHP Partner First Specializations give you a competitive edge and the ability to highlight your specific areas of expertise. They allow you to differentiate your offerings and increase profitability, as well as provide increased value to your customers.

Specialist Partners distinguish themselves as experts by certifying individual employees, attending focused HP training events, and satisfying HP revenue requirements. In recognition of these efforts, HP provides significant benefits.

Solution Specialist and Focus ProgramsServices Specialist >>The HP Partner First Services Specialization offers greater opportunities to collaborate with experts and gain exclusive access to HP tools, training and resources. Services Delivery Specialist >>HP Partner First Services Specialists can apply for access to Services Delivery. To be accredited in any of the delivery tracks, the specialist partner must comply with all sales and delivery criteria associated to the specific track. Client Virtualization Specialist >>Whether customers are looking to maximize IT resources, save energy, increase security or tap into any of the other benefits of virtualization, you will design and implement the end-to-end solutions that achieve your customers’ business objectives.

Education Focus Program >>You are building solutions to enable educational institutions through the use of ICT within the learning environment. Being part of the HP Education Focus program demonstrates your knowledge and ability to create solutions using HP’s products, services and software.

Your expertise is what sets you apart from the competition

Continued on next page >>



Retail Solutions Specialist >>On a daily basis, you exceed the expectations of customers with stylish, secure and manageable solutions. This specialist designation allows you to meet the heavy demands of a busy retail or restaurant environment and enable an exceptional retail experience.

Workstations Specialist >>As a Workstation Business Specialist, you can take advantage of workstation technology designed to support the needs of architecture, engineering, finance and medical industries. Based on in-depth insights into vertical industries and the intricacies of HP Workstation solutions, you’ll be able to recommend the perfect hardware for any industry and style of working.

3D Printing Specialist >>HP is reinventing how modern manufacturers design and prototype parts with the HP Jet Fusion 3D Printing portfolio. 3D Printing Specialist is an umbrella program designed to foster rapid growth of HP 3D Printing portfolio sales, generate new applications, and invent new technologies to move beyond prototyping and drive the next manufacturing revolution.

3D Scanning Specialist >>You are building solutions that help our customers to transform their 3D scanning business in a meaningful and innovative way. Being an HP 3D Scanning Specialist demonstrates your knowledge of HP 3D Scanning solutions and readiness to implement these best practices for our customers.

Device-as-a-Service (DaaS) Specialist >> HP Device as a Service enables customers to achieve predictability, security, and a transformed workplace. It combines innovative devices, lifecycle services, and HP expertise. The Device-as-a-Service (DaaS) specialization will help you offer your corporate and enterprise accounts wider solutions to facilitate the transition to a contractual modus operandi that include HW, Services and SW solutions in a single contract.

Managed Print Specialist >>You have the expertise to sell (and deliver) contractual Managed Print Services. Managed Print Services is about optimizing and managing your customer’s printer fleet as well as other document related processes. HP’s exciting new, expanded portfolio will extend your reach and increase customer loyalty, while improving your bottom line. You have the flexibility to decide to use your own contract management infrastructure or use HP’s assets and tools. In addition you can become MPS Solutions certified for security, mobility and workflow.



DesignJet Specialist >>You have the expertise and increased knowledge to recommend the best-suited, HP large-format printing solutions for your customers, including specifications, workflows, software, and applications.

Technical Production Specialist >>You have the expertise to recommend the best printing and production solutions for architects, engineers, copy shops repro houses, including specifications, workflows, software, and applications specifically designed for the production of a wide range of professional materials.

Graphics Specialist >>You have the expertise in everything to do with printing of large-format signage and display; printing applications from digital fine art, photo portraits and POP advertising to indoor/outdoor signage and exhibitions. You are able to recommend the best solutions to fit your customers’ application needs, workflow requirements and businesses.

Global System Integrators >>Global System Integrators are a select set of Partners who have a large global footprint. They are Partners who are global leaders in specific vertical practices including audit & tax. They are key in driving client business strategies at the C-level through effective consulting and advisory services. These Partners drive sell-with motions internationally around specific verticals enhancing HP’s presence in the marketplace.

Independent Software Vendor (ISV Program) – Coming soon! >>ISV partners are defined as software providers that generates most sales through selling application software licenses and associated services. This program will provide ISV partners the tools and resources to build, to co-sell and to co-market software solution in collaboration with HP and HP resellers.

For more information, visit the HP Partner First Portal or contactyourHPPartnerBusinessManager.




Program Guide | Maximize Profits

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Get the compensation necessary to keep your business moving forward. It’s important to develop and nurture partnerships that are profitable. Not only that, we want to ensure that we work together to maximize profits every year.

As in past years, compensation is still based on the partner membership level. However, to make the program work harder for you, we’ve further streamlined the ways in which benefits get paid.

Core Compensation The HP Partner First core rebate is structured to make backend compensation easy.

Partner Compensation Framework

Maximize Profits

Core compensation

Increased compensation

Payo

ut %

Existing Business New Business

New business opportunity

Varies by country

Core Compensation consists of base compensation and an accelerator

Base Accelerator

Payo

ut %

Sales achievement

Base


Base CompensationBase Compensation is a fixed-rate rebate. There are no goals, no caps. The more you sell, the more you earn. HP automatically applies the rebate to every eligible sale, making it very easy for partners to predict earnings.

Accelerator CompensationBased on achieving sales targets, higher or “accelerated” rebate rates give qualified partners the opportunity to maximize their earnings potential when they grow. Accelerator eligibility requirements and payouts vary by HP business unit (BU).

Commercial Partners only

New Business Opportunity (NBO)HP Partner First New Business Opportunity rewards you for proactively generating new business and closing resale opportunities with customers new to HP, which can include new customers or new business with an existing customer.

For full details about compensation please read the appropriate HP Partner Compensation Program Terms on the HP Partner First Portal or contact your HP Partner Business Manager.


Program availability varies by country. Please contact your respective HP Partner Business Manager, Retail Account Manager or Supplies Sales Manager for further details

Note: Program availability varies by country. Please contact your HP Partner Business Manager for further details.




Supplies Partner Compensation Program If a partner achieves 90% of sales target, qualified supplies partners will receive 80% of target rebate rates based on their performance. If qualified partners achieve 100% - 150% of their target, they can maximize their earnings potential by receiving 100% of target rebate rates.

Supplies Partners only

Program availability and eligibility requirements varies by country. Please contact your respective HP Partner Business Manager, Retail Account Manager or Supplies Sales Manager for further details.


Program Guide | Discover More

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Discover MoreAs an HP Partner First partner, you have access to a wealth of information, tools, resources, and content through our online HP Partner First Portal.

HP Partner First PortalThe HP Partner First Portal, provides anytime access from desktopor mobile devices to HP product, program, pricing and traininginformation, plus access to the compensation, incentive offers, and marketing and sales support tools.

How to register as a New User:To create your user account, visit the HP Partner First Portal login page: • Click “Register here” and complete the online form. • Your organization’s Partner Portal Administrator (PPA) will be

automatically notified of your request and will need to approve it. • Once approved by the PPA, your account will be activated and you

will be sent an email with a unique User ID and password for signing in.

Single access pointA one stop shop for up-to-date products, programs, and solutions

Lead and opportunity managementImproving pipeline and partner collaboration by sharing lead and opportunity information

Joint Business PlanningMarketing support tailored to your business needs to drive shared business growth

DealregistrationWin more deals with fast, consistent deal registration and quoting

Market developmentfunds (MDF)Increase marketing ROI with a simpler, more-efficent MDF process

Faster, more competitve quotesThe right support to empower partners to win more deals

Demand generationAutomated and personalized co-marketing assets

Partner compensationand rewardsProvide greater clarity into partner compensation and rewards






Using the HP Partner First Portal After signing-in, you can customize “My Dashboard” on the home page for one-click access to the most relevant tools and information.

Partner Account ManagementThe HP Partner First Program offers you dedicated support including the HP Channel Partner Support Center, Partner Business Manager, Retail Account Manager or Supplies Sales Manager and HP Executive Sponsorship depending on your partner status. These structured and dynamic initiatives are designed to help close sales, increase customer loyalty, and create long-term strategic growth plans.

Program Guide | Discover More



Program Guide | Generate Demand

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Every partner needs the right tools to succeed. That’s why HP has put together an array of resources that can help you market your business, create new leads, and generate new sales.

With marketing services and funding such as Market Development Funds (MDF), partners can extend their reach and drive new business. And in leveraging the HP Global Partner Locator and HP Partner First Insignias, you create greater visibility.

What’s new?The MDF Tool can easily be accessed from the HP Partner First Portal. It incorporates streamlined processes to help you more effectively manage your MDF funds, activities and claims. The benefits at a glance are:• Strategic fund allocation for more effective MDF utilization• Simplified processes • A better user experience

EligibilityEligibility for demand generation, incentives, and sales support tools is determined by membership status. MDF is provided to partners on a discretionary basis. Most of the benefits, tools, and resources described here are available to all membership levels, unless otherwise specified.

Generate Demand

http://www8.hp.com/uk/en/store-finder/index.do?jumpid=hpr_r1002_uken_link1



Market Development Funds (MDF) Market Development Funds (MDF) are monetary resources provided to qualified partners to subsidize the cost of marketing activities. These funds drive additional awareness for HP products, solutions, and services, and they serve as a key component in generating new business and optimizing revenue.

Market Development Funds may be provided to an HP Marketing Services Agency (MSA), who will execute the marketing activity on your behalf.

Funds can help cover a wide range of marketing activities, including but not limited to:

Activity Description

Digital Marketing

Digital Advertising. Digital Direct Mail. Digital Catalogs. Search Engine Marketing (SEM). Search Engine Optimization. Television/Radio/Cinema advertising.

Print Marketing

Print Advertising. Print Catalog. Direct Mail. In-Store Marketing Printed Material.

Social Media Publishing of HP posts or adapted/newly created social content onto social media sites. Social media contests, games and prizes.

Customer Assessment

A customer-/or partner-requested customer consultation or assessment.

Continued on next page >>



Activity Description

Telemarketing Telemarketing call campaigns for lead generation, marketing campaign follow up, customer updates on HP programs, products and services.

Demonstration Equipment

Investments made in purchasing, renting or leasing HP hardware or software for demonstration, application development or customer evaluation purposes.

HP Champion Fees for partner resource focused on HP (marketing, technical or sales) and on planning, implementing and evaluating the effectiveness of programs for promoting, selling and supporting HP products and services.

Training Technical, Sales or other certification training, taken by the Partner employees to enable Partner’s ability to drive demand for HP products and services delivered by a HP authorized trainer.

Event Events that are either Partner-led, HP Channel Marketing-led/hosted or 3rd Party hosted.

Partner Sales Incentive

Reward partner or reseller employees or distributors to reseller with incentives and benefits for selling HP products, solutions and programs.

Solution Development (GSI Partners Only)

This program aims at offsetting the hours of global system integrators’ employees spent on developing a solution to be implemented and sold in conjunction with HP products.


Full terms

For a complete list of eligible activities including program terms, please refer to MDF Activity Matrix on the HP Partner First Portal. MDF funds and resources are provided on a discretionary basis.


HP Sales Central


Coming for FY18 - A “new” HP Sales Central interface with connections to even more HP tools and platforms supporting the entire “Learn to Earn” sales experience!HP Sales Central offers one-stop, personalized access to the tools and latest, most relevant, sales collateral and resources you need to make and close a deal. HP Sales Central is the place to go when you need collateral, detailed product information, presentations, training, marketing materials, comparisons, competitive content, NPI (new product information) and more! Accurate and up-to-date content is delivered by business group and topic category and is available from any device, anywhere, any time.

HP Sales Central puts everything at your fingertips. It’s the gateway to HP partner sales and marketing tools. Here’s a sample of what you’ll find:Sales tools: Help-Me-Choose, Custom Product Catalogue Tool, Supplies Compatibility Matrix, comparison reports, sales plays, product/services/solutions/industry resources and competitive informationGenerate Demand/Marketing tools: Co-Marketing Zone+, HP Social Media Centre, HP Presentation Builder, Product Content Browser and Co-Branded Videos. Also, within each product page- a direct link into HP Asset Hub for additional product marketing content.Training: HP Partner Sales University, certifications, exams and product training in an entirely new experience!Collateral: Brochures, briefs, videos, data sheets, product specifications and imagesHP Sales Central lets you personalize your experience to meet your unique needs. For example, you can store favorite items, assets and searches, saving them for quick reference in the future in the “My Favorites” area.

Access HP SalesCentral directly atwww.hpsalescentral.com

http://www.hpsalescentral.com/


Co-Marketing Zone Plus (CMZ+) is a central repository of HP marketing campaign assets and templates that allows you to create and run world-class, customer targeted, customized campaigns. Enhancements to the repository include improved content search, easier repository navigation, and placement of featured campaigns and training videos on the homepage. Additional popular assets available in CMZ+ include: eDMs, posters, print ads, and flash banners. Customize these assets by adding your logo, email, phone number, website address, and a unique call to action.

CMZ+ A full marketing campaign automationplatform.One stop shop to generate demand

BenefitsforPartners

• Fully integrated email campaigns using the co-branded assets directly from the CMZ+ platform.

• One place, simple search experience

• Single sign on authorizes access

• Standardized, modular, connectable

• Consolidated services

You can access CMZ+ through the HP PartnerFirstPortal.

Alternatively you can download by opening HP Sales Central and clicking > Generate Demand > Marketing Central > New! Co-Marketing Zone Plus

Co-Marketing Zone Plus (CMZ+)

HP Co-Marketing

Campaign

Asset co-branding

Campaign Execution

Lead Generation

Measure & Report

Campaignselection


https://partner.hp.com/group/upp-emea/hp-co-marketing-zone



http://partner.hp.com/


New business can come from all directions. That’s why HP Partner First enables you to gain incoming sales leads through programs that increase your visibility and value as an authorized HP partner.

HP Global Partner LocatorEach month, HP’s website is visited by thousands of potential business customers looking for products, services, and support. The HP Global Partner Locator tool helps these potential customers find HP authorized partners that serve their local area. In short, the Partner Locator helps fill your sales pipeline.

By simply selecting from available criteria such as “product” or “partner specialization”, the tool generates a list of partners. Platinum and Gold partners with relevant specializations are listed first because they’re best suited to address the customers’ needs.

HP Product Syndication ProgramEnrolling in the program means you can deliver enhanced product experiences to your online customers with virtual product tours and official HP content within expertly designed templates. These exciting features are designed to increase your add-to-cart conversion rate and cross-sell opportunities, all free of charge for our partners. Content is available in up to 21 different languages.

HP Partner First InsigniaWith the membership structure for HP Partner First, every partner worldwide can now take advantage of HP insignia, which clearly indicate their status—Silver, Gold, or Platinum. You can add the insignias to your business assets, such as collateral material, further strengthening your connection to the HP brand. Download yours from the HP Partner First Portal today.

Increased Visibility

Access the HP Partner LocatorHP Partner Locator

For more informationContact your PBM or go to hp.com/go/syndication





http://www8.hp.com/us/en/store-finder/index.do

http://www.hp.com/go/syndication


HP Incentive Programs

Innovation and great products are not always enough. That’s why HP supports our partners with a wide range of incentive programs and promotions to help you close the deal.

Incentive program typesPartners may choose to participate in the incentive programs and promotions. Each is tailored to achieve a specific goal and may be short or long-term, focused on different products and services, and available on single SKU’s or complete product lines.

Forspecificinformationon eligibility, partner payment terms, and claim processes, please contact your HP Partner Business Manager, Retail Account Manager or Supplies Sales Manager.




It’s no secret: sustainability is becoming increasingly important to customers. “Green” or sustainable purchasing standards and local legislation requirements are key factors in business decisions, and sustainability can be a tie breaker for product selection. Current trends are increased demand for eco-labelled products, as a result of the revised EU Public Procurement Directive, and demand for increased transparency regarding social aspects for workers at the hardware production suppliers.

Check out the ways HP’s products and service are helping your customers save money, reduce their environmental impact, and meet sustainability goals:

• Since 2010, the energy consumption of our personal systems products dropped by 34% on average, for HP LaserJet portfolio by 56% on average.

• Electronics are made up of many different substances and we work to reduce materials of concern, using an approach to not only prohibit use of certain substances, but to also point to suita-ble alternatives via the GreenScreen methodology

• HP is a leader in eco label certified printers and PCs. Eco labels include ENERGY STAR®, EPEAT, Blue Angel, and many others throughout the world. For the majority of products HP publish IT ECO declarations according to international standard.

• As part of the business transformation towards Circular Economy, HP together with you as a partner offer service based business models such as MPS and DaaS. These mean lower environmental impact for customers and longer relationships, a win-win. MPS typically results in 40% reductions in energy use and 30% reduc-tion in printing costs.

• HP Planet Partners return and recycling program is available in more than 73 countries world-wide, offering customers easy-to use recycling services, where the end customer can get regular customer use reports

• Supply chain responsibility programs developed since 2003 and run by HP means that customers using HPs products can be reassured that their products are ethically produced. For example 45,700 workers at supplier factories reached in 2016 through training and empowerment programs.

Partnering with HP for the Environment

Local contacts help you use Sustainability as an advantage



Sohowcanyoubenefitfromthis?A new training is available to help you become familiar with sustaina-bility features of products and services. The training provides insight into how to best incorporate sustainability into customer meetings and product discussions, addressing common concerns like meeting business goals and reducing environmental impact.

The training is available in HP Sales Central > Generate Demand > Sustainability Sales Tools along with a number of tools for direct use with customers, as well as contact details to HP national or regional sustainability contacts.

For inquiries and support with tenders there’s a helpdesk that can be reached at [email protected]

When customers return HP cartridges to HP Planet Partners, they all go through a multiphase recycling process and the recycled plastic is used as raw material in new HP cartridges. It’s an example of closed-loop process, part of the Circular Economy.

HP Close Loop Recycling Process

https://z.hpsalescentral.com/#/generate/sustainabilitysalestools

https://z.hpsalescentral.com/#/generate/sustainabilitysalestools

mailto:[email protected]


Program Guide | HP University

31

Access everything you need to successfully offer the HP portfolio in one go-to location

A streamlined approach to enabling our partnerTo ensure you have everything you need to navigate a changing market, HP has launched HP University!

As part of the HP transformation journey, you can now access training on what to sell, how to sell and how to market all in one location! You will receive guidance on which courses are applicable to you based on your role and focus area.

Together, we will enable your workforce to meet the needs of the future.

HP University



HP University will enable channel partners for success in a changing market

HP University StructureThis new learning experience combines a curriculum of certifications, sales skills training, product training, and marketing training to prepare partners to offer the HP portfolio.

Sales Skills Training• Classroom training

• Virtual classroom training

• Self-paced online training

Product Training• Classroom training

• Virtual classroom training

• Self-paced online training

Certifications• Specializations certifications

• Volume certifications

• Sales and technical certifications

Marketing Training coming soon• Connecting with your customers



To effectively engage with customers, sales people must acquire and continue to develop a diverse set of sales competencies

Sales Skills Training OverviewCourses are offered across various formats, including self-paced online, classroom and virtual classroom training.

Directly Applicable to role Supplementary to role

ROLES�ACCOUNT

MANAGERINSIDE

SALESTECHNICAL

CONSULTANTSALES

MANAGEROFFERINGS

Strategic Solution Selling

Introduction to Inside Selling

Executive Level Selling

Hunting: New Business

Development

Storytelling

Relationship Mapping

Creating E ective

Communications

Meeting and Call Planning

Fundamentals of Negotiation

Intro to Business Case

Development

Creating a Win Strategy

Social Selling

Financial Acumen for Sales

CLASSROOM

SELF

PACED(Online)

VIRTUALCLASSROOM



MandatoryVolumeCertificationsHP’s certifications and specializations are newly-enhanced to focus not only on just what to sell, but also how to sell. Our certifications are a critical component in equipping you with the essential sales skills and product knowledge to enable you to successfully sell our products and solutions, building your credibility with customers

IMPORTANT NOTICE:To help partners create a center of excellence equipped with cutting edge skills and knowledge to position HP products and solutions, Volume Certifications will be a pre-requisite towards maintaining your HP Partner First Platinum, Gold or Silver tier membership throughout FY18.

In order to be eligible for HP’s rebates and End-User specific special pricing approvals, partners must complete the minimal required number of people to be certified.

Upon completing the training module, partners will need to purchase exam vouchers. The certificate will be granted once the partners pass the exam. Voucher pricing may vary based on partner’s region or country.

Please consult with your HP Partner Business Manager or your Partner Operations Account Manager for further details.

Certification Available Languages

Selling HP Printing Systems English, Simplified Chinese, Japanese, Korean

Selling HP Business PC Portfolio English, Simplified Chinese, Japanese, Korean

Selling HP Supplies English, Simplified Chinese, Japanese, Korean

Partner Tier/Level Required#ofPeopleCertified

Platinum 3

Gold 2

Silver 1

34





TakingCertificationsandExamsQuickGuide

1 Navigate to: Partnerfirstportal > Training & Certifications > HP University and complete the search criteria based on your needs

3 Return to: Partnerfirstportal > Training & Certifications > HP University > search for purchase your exam

2 Click enroll and take your desired course




Consultative skills combined with a deep knowledge of products and solutions is needed to identify opportunities and position value with the customer

Product Training OverviewCourses are offered across various formats, including self-paced online, engaging videos, and easy to access presentations.

Certification

Type Certification

Title

Sales Personal Systems Hardware

Sales Printing Hardware

Sales Supplies

Sales 3D Scan Solutions

Sales Device as a Service

Sales Mobility Solutions

Sales Personal Systems Services

Sales Client Virtualization

Sales Retail Point of Sale

Sales Workstations

Technical Thin Client

Technical Workstations

Sales Managed Print Specialist Select

Sales Managed Print Specialist Premier

Sales DesignJet Large Format Printing

Sales Printing Services

Sales DesignJet Graphics Printing

Sales DesignJet Technical Printing

Sales Imaging and Printing Fundamentals

Sales Graphics Printing

Sales Document Solutions

Technical Document Solutions

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Generalist




Access to the HP Partner Sales University can be found here via two routes:

Access HP Partner First Portal 1. Log in 2. Select the Training & Certification tab 3. Click HP Partner Sales University

Or via HP Sales Central: 1. Access HP Sales Central 2. Click your region on the left panel 3. Log in

Do you have questions? Then please reach out [email protected]

mailto:partner.training%40hp.com%20?subject=

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HP Smart Buy is the channel program redesigned to make it easier, faster, and more profitable to sell HP’s best selling commercial PCs to SMBs.

HP Smart Buy Basic

Predefined set of high velocity SMB SKUs with aggressive upfront best

price and immediate availability

HP Smart Buy

“Heat of the market” set of high velocity SMB SKUs priced at market guaranteed availability and volume

tier based discounting

HP Smart Buy Special

One time SKU to leverage a unique competitive advantage

Main Focus Opportunistic

Programmatic % of Transactional business Opportunistic

HP Smart Buy Model

15% - 40% 50% - 70% 5%

HP Smart Buy


Program Guide | Commercial Partners Only


A Partner Marketing Manager (PMM) is an HP Channel Marketing resource dedicated to help our top partners to chart out effective partner marketing strategies that align your business priorities with HP and help you generate demand for HP products and services. PMMs help you create marketing plans aligned to HP’s objectives and your own, in order to grow your business.

The PMM will not only help in creating a Joint Marketing Plan aligned to HP business priorities with your marketing team, but also engage with your team in measuring the return on investment (ROI) against the MDF spend and take feedback from you on the effectiveness of campaigns, and reporting back to the respective HP marketing teams.

Examples of actions that the PMM can do for your Company:

Create a half yearly Joint Marketing Plan in alignment with your Company business objectives

Budget allocation to run demand generation marketing and sales campaigns

Provide ROI on Campaigns and Marketing activities

Partner Marketing Manager (PMM)


$


Silver

Gold

Platinum

Business

Distributors Partner Marketing Managers (PMM)

HP People (like PMMs)

Agency service

Automated

Partn

er Fi

rst Marketing

Services Agency (MSA)

HP Co-Marketing Zone (CMZ+)

Unattended Partners

WW channel marketing tiered supportTo accelerate time to market, HP channel marketing model is in alignment with Partner First tiered coverage model

Select partners Check your eligibility with local channel marketing team.

The PMM will enable you to maximize ROI from MDF and alliance funding by helping you develop high-return marketing strategies and programs every quarter. The PMM understands how to bring together your marketing resources with HP’s to work to strategically identify and penetrate new markets. The PMM will also enable with your CMO & marketing team using HP digital tool repository like Sales Central to download product information. The PMM will be your single point interface on marketing and demand generation with HP.



HP is committed to investing and supporting its channel partners in the planning and execution of co-marketing activities to drive demand generation and sales opportunities. As part of this commitment, HP has established a network of global Marketing Services Agencies (MSA) that delivers measurable, effective, integrated co-marketing campaigns for our partners. MSAs work with you to plan and execute co-marketing activities and campaigns on your behalf that are co-funded by HP—and sometimes by the HP partner and/or Alliance partner too.

Our MSAs are selected for their marketing experience, channel experience, and local knowledge. Many now have long established relationships with HP and our channel partners. They are fully trained and briefed on HP’s marketing campaigns and branding guidelines.

How the MSA Process Works

Marketing Services Agencies

1.FundHP allocates funds for MSA program for specific partner(s) for planning2.EngageMSA engages with partner to plan demand generation campaigns / activities3.SubmitMSA submits activities and request for activity approval to HP4.ReviewHP reviews activity and approves funding request5.ExecuteMSA executes activities as planned6.ClaimMSA claims MDF from HP, and contribution from partner 7.ReportMSA provides reporting metrics back to HP for ROI review8.StrengthenCollaboration with our partners strengthens and ROI maximized

Learn moreFor more information or assistance on the HP MSA program, please contact your local HP Channel Marketing contact.

To find additional benefits available to you, visit the HP Partner First Portal or contact your HP Partner Business Manager.


MSA PROCESS

1

2

3

4

5

6

7

8



Special Pricing

Partners can apply Special Pricing in several forms. It can be an upfront discount, a rebate, or a combination of upfront discount and rebate as determined by HP. Special Pricing can help you stay competitive in the marketplace and win deals.

SmartQuotePartner First Platinum/Gold/Silver Partners with active “standard” contract signed with HP have access to Smart Quote. These partners self-service using a web-based tool via the HP Partner First Portal to submit special pricing requests for a specific customer deals without going through sales team.

Smart Quote can be accessed from Partner First Portal for Australia, New Zealand, Singapore, Malaysia, Philippines, Thailand, Indonesia. Korea, Hong Kong, Taiwan and India. For countries not using Smart Quote, partner will request special pricing via a request form or they can contact the assigned sales team.

Standard Pricing Viewer Available to all HP Partner First members, the Standard Pricing Viewer provides a single source for near real-time pricing and product lifecycle status, eliminating the need to search multiple sites. • Provides contract-based, List and Purchase (standard discount)

Pricing, specific to the partner• Contains the partner’s contractual discount (PA discount) and

exhibit numbers• Enables customized pricing and product queries by specific product,

product line, or for the entire contract.

Partnerscanalsosubscribeforpricinginformation.

Forspecificinformation programs and eligibilitycontact your HP Partner Business Manager.



Program Guide | Supplies Partners Only

Sales ReportingHP places great value in partnership with reseller partners contributing significantly towards HP’s business revenue. Visibility of partner’s business are critical component towards fine-tuning of collaborative sales effort.

Having partners’ provide accurate sell-in, sell-out (sales), and inventory information, HP can help partners manage towards specific business objective.

The information provided/reported will be the basis of partner benefits, including incentive programs, claims and rebates.

e-Commerce and e-MarketplacePartners having an ecommerce site must ensure that HP’s product and Original Supplies displayed follows HP brand guidelines and messaging. Online playbooks are available as guidance and HP digital assets help partners go grow their online business.

Partners operating a storefront on any e-Marketplace must ensure that HP’s product and Original Supplies displayed follow brand guidelines and messaging with images of only HP Original product and Supplies displayed.

Partnering with HP for Growth

Access and SupportPlease contact your HP Country Sales Ops team for further information and consultation.

Supplies Partners only


Program Guide | Next Steps

45

Take the Next StepLearn more at the HP Partner First PortalThe Portal provides anytime access from desktop or mobile devices to HP product, program, pricing, and training information, plus access to the compensation, incentive offers, marketing, and sales support tools. Visit partner.hp.com to learn more.

HP Partner First Portal partner.hp.com

Next Steps

https://partner.hp.com/login

https://partner.hp.com/login


Program Guide | Next Steps

46

Please note that all program changes outlined in this and other documents, including the new membership framework, compensation model, and certification requirements, are effective beginning 01 November 2017, unless otherwise stated.

For changes specific to your region, including detailed HP Partner First Program FY18 Terms, please visit the HP Partner First Portal or contact your HP Partner Business Manager.

Key Dates



1. Channel partners have the option to increase the customer monthly payment and be compensated for the uplift increment. Uplift guidelines vary by region and finance agreement.2. HPFS Channel reward program, formerly known as the Channel Assistance Fee (CAF) varies by region and finance agreement. Please contact your HPFS channel representative for more information on partner eligibility for incentive payments.3. Source: GfK Green Gauge Global 2013 Fact Book. 4. Compared to 2010 levels.

© Copyright 2017 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.

Android™ is a trademark of Google Inc. Apple, iPad, and iPhone are trademarks of Apple Inc., registered in the United States and other countries.

2017 HP Restricted. This document contains confidential and/or legally privileged information. It is intended for HP and Channel Partner Internal Use only. If you are not an intended recipient as identified on the front cover of this document, you are strictly prohibited from reviewing, redistributing, disseminating, or in any other way using or relying on the contents of this document.

November 2017

Channel NewsBe on the lookout for the HP Partner First e-news alerts and get the channel news you need, when you need it. These news alerts provide a more customizable way for you to receive the HP channel news most important to you. Be sure to click on the ‘Profile’ link in the e-news alert to further customize the news you want to receive from HP.

Further SupportShould you need any additional assistance please use the ‘Get Support’ tool which can be found on the HP Partner First Portal.

HP Partner First Program Guide


first in partnership · 2017-12-13 · first in partnership hp partner first program fy2018 apj...

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