Quarterly training for HP partners

In an effort to help its partners to propose higherend and complete solutions
to enterprise customers, HP has begun to conduct HP StorageWorks Bootcamps for
channel partners in major cities. An initiative, which started in April this
year, the bootcamps for channel partners are to be held every alternate quarter.
The next bootcamp training will be scheduled in November 2005.

HP StorageWorks Bootcamps for channel partners involve daylong training on HP's
Tape Back Up solutions; Networked attached storage and storage software. The
trainers typically include pre-sales domain experts and business managers and
the training involves not just product updates, but interactive case studies
based on real world sales scenarios. Besides, HP also conducts ongoing NPI
training events whenever new products are introduced.

Rahul Singh, Marketing Manager, HP Storage Works division said, "Given
that SI and enterprise partners tend to have higher levels of competency to
propose higher-end and complete solutions to enterprise customers, HP believes
in the need to invest significantly in training and skill development. Training
and skill development is an ongoing process in the technology business and more
so when selling storage solutions. HP conducts regular channel training and
technical updates for partners to keep them up to speed with current and
forthcoming technologies."

HP has thus far conducted Focused StorageWorks channel training events in
Delhi, Mumbai, Chennai, Bangalore, Hyderabad, Kolkata. Besides, there have been
several smaller training events in B and C class cities such as Chandigarh, Pune,
Bhubaneshwar and Ahmedabad. "The feedback from channel partners has been
positive and based on this feedback we plan to slightly customize the trainings
for different locations depending on the maturity of the market and existing
competency levels of local partners," said Singh.

HP training programs are designed keeping in mind the technology of products
and also the incentive schemes and rewards planned for the partners during the
period. "A direct measure of our success is the depth of knowledge on
specific technologies by the channel partners."

DQW News Bureau

Bangalore