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HP unveils new channel specialisations

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HP has announced the creation and addition of three new specialisations to its Partner Programme, illustrating further its investment in the channel and commitment to delivering value added programmes.

The three specialisations added to the existing portfolio of the Preferred Partner Programme are: Sales Service Specialisation, Office Printing Specialisation and Office Printing Solutions Specialisation.
Sales Service Specialisation: This new programme is a Sales Membership Programme, covering the full HP Services portfolio and is fully aligned with other Preferred Partners Specialisations. The HP Sales Service Specialisation is targeted to HP Preferred Partners that have a proven expertise in HP Services sales and who wants to further expand their sales of HP Services offerings, enjoying increased HP Services benefits.
Office Printing Specialisation and Office Printing Solutions Specialisation: Together they form the new Imaging and Printing Group Office Specialisation Suite that sets out to capitalise on the complete IPG (Imaging and Printing Group) product range as well as contract and solutions sales. Recognising the growth potential within the IPG organisation across the expanding color and multi function printer as well as attach for accessories and service, HP has taken further steps to reward skilled HP Preferred Partners, proportionally to the value brought to their customers.
In addition to today’s announcement and driven by the objective to simplify and prioritise, the IPG commercial channel sales department (IPSS and IPG specialists in SPO) will integrate into one business in the EMEA (SPO) Solution Partners Organisation, centralising resources and further channelling efforts towards profitable growth.
“The Preferred Partner Programme (PPP) remains at the heart of the SPO strategy and continues to deliver on the promise of growth, profitability and customer satisfaction these are three key drivers behind its creation “ said Mark Perry, Country Manager for HP’s Solutions Partner Organisation. “The specialisations remain a key component of the PPP where the specialist knowledge held by our partners and the resulting added value this provides to the end user cannot be understated and is a key area for development in our channel strategy.”
Two years after the high profile launch of HP’s Preferred Partner Program in the EMEA region, the program continues to deliver strong results to HP and its top partners. Average annual HP Preferred Partner revenue growth has increased by 13% and the number of HP Certified Professionals continues to grow within HP’s Enterprise Servers & Storage division by 33 percent on a year to date basis.
Partner loyalty within the HP Preferred Partner community has increased by over 20 percentage points based on the results from HP’s recent Total Partner Experience (TPE) survey. The survey structured by Satmetrics with participation from over 4000 partners highlighted strong increases in all key partner satisfaction indexes and outperformed HP’s own 2007 TPE targets.