Data#3, Brennan IT give HP Inc the tick of approval

HP Inc hopes its new partner program will be a key differentiator as the printing and personal devices giant looks to succeed as a standalone vendor.

The company's new program is called 'Partner First', and it has begun rolling out across Australia and the rest of the Asia-Pacific & Japan region.

HP Inc's local channel chief, Chris Hewlett, called the separation "a catalyst" for renewed focus on its partners, which drive 80 percent of the company's revenue.

The Partner First program includes "comprehensive services and sales support", according to the vendor, and will be expanded to introduce a new Integration Track. HP Inc claimed it was "making it easier for partners" with new tools, including HP Sales Central, "providing one place for partner sales representatives to access everything they need to make and close a sale".

Major partners Data#3 and Brennan IT spoke highly of the channel-centric message.

Laurence Baynham, chief executive of Brisbane-headquartered Data#3, was one of a small number of partners recently invited to the United States to celebrate the historic split.

Baynham has never seen a vendor position partners so prominently in his 20 years with Data#3. "This was the global launch. For partners to be so prominent was very unique; it was a unique event to start with – almost like an IPO of a $50 billion organisation.

"The statement was extremely strong about partners. From our point of view, it is really important to see what the intent is for the new organisation going forward, and their channel strategy going forward. We didn't even have to ask that question – it was so apparent."

As part of the trip, Baynham and other partners had a guided tour of the Palo Alto garage where Bill Hewlett and Dave Packard began their partnership back in 1939. "The opening line was, 'Welcome to the birthplace of Silicon Valley.' That set the scene."

Dave Stevens, managing director of Sydney-headquartered Brennan IT, said: "Partners are looking for innovative solutions to address customer challenges, programs that enable their own business growth, and easier, simpler ways to do both. The HP Partner First program will provide partners with greater flexibility and focus, allowing us to capture opportunities in key markets.”

HP Inc is not alone in positioning partners at the fore; when Hewlett-Packard Enterprise rung the bell at the New York Stock Exchange to mark its $50 billion debut, HPE chief executive Meg Whitman invited Ingram Micro boss Alain Monie to join her on the podium.

The enterprise-focused company has also announced a new partner program, dubbed 'Partner Ready'. Some of the benefits include 'Planned Marketing Development Funds', and "predictable compensation from US$1 with no gates or caps, and offer additional incentives to partners who sell into small and midsize businesses (SMBs) or co-sell into selected HPE commercial acquisition accounts", according to HPE.

The two new partner programs replace the HP PartnerOne,which was only relaunched to great fanfare in 2013.