HP implements partnerONE initiative in India

As part of its worldwide partner strategy, HP India Pvt Ltd has announced the rollout of its partnerONE initiative in India.

This initiative is designed to help HP's partners grow topline revenue and bottomline profitability, reward performance and
initiative, and make program administration more efficient and flexible.

HP claims to have more than 800 commercial partners in India and more than 2.1 lakh commercial partners around the globe in more than 160 countries.

PartnerONE spans HP's entire product and services portfolio and provides benefits to HP partners, including resellers, system integrators, independent software vendors and service providers. Elaborated PV Viswanath, Country Channel Manager, HP India, "PartnerONE enables us to collaborate closely with partners to meet the demands of our customers, whether they be a small and medium-sized business or a large enterprise. Together, we will drive success in the marketplace by providing and delivering consistent, high-quality solutions to customers around the globe. We believe partners provide HP with a true competitive edge in today's marketplace."

With partnerONE, HP has created a worldwide framework that ensures a consistent experience for partners and customers.

Additionally, the framework provides the programs and tools used by the company's partners for successful planning and go-to-market initiatives.

Partner collaboration is an integral part of partnerONE. The common elements of partnerONE include--one membership structure across all products, services and solutions; one partner portal for communications and Web-based demand-generations tools; one collaborative business planning process; one worldwide certification program; and one developer and solution partner program.

Additional common elements include market/partner development funds; partner business representatives; competency requirements based on HP certified professional standards; sales training; lead generation; and demonstration product availability.

The rollout of partnerONE in the 800-strong commercial and enterprise partner community in India has happened from June 1, 2003. HP has instituted in the region a number of programs, which now form part of the worldwide partnerONE initiative.

As in other regions, these programs include member accreditation, the HP certified professional and training program, lead generation and distribution, a partner portal and an integrated set of terms and conditions.

A Partner Advisory Board also has been created in Asia Pacific and locally in India to allow HP management and select wholesalers and corporate resellers across the region to come together to discuss strategic channel issues.

The existing partner relationship management system is being enhanced to provide an integrated and flexible infrastructure to support partners. Additional enhancements include a quarterly planning tool, online performance reporting, and online funds-claim processes and reports with which partners can view rebates, marketing funds and incentives payment status.

Additionally, HP plans to roll out a simplified incentive program for partners with standard criteria across HP's various business units.

DQW News Bureau