HP Pushing U.S. Storage Channel

Hewlett-Packard Development Company, L.P. announced two new sales initiatives that stimulate growth and expand revenue opportunities for U.S. channel partners.

The new initiatives include:

• The 100 Percent New Accounts Initiative drives incremental revenue and a new level of predictability for HP Storage partners by funneling all sales of HP Storage products to new U.S. accounts through channel partners.(1)
• The 100 Percent LeftHand and StoreOnce Initiative accelerates growth for partners by funneling all high-profit HP LeftHand Storage and HP StoreOnce Backup orders generated by new storage accounts or repeat customers in the United States through an authorized HP Storage partner.(1)

"The storage market continues to rapidly grow as businesses create and manage more and more information every day," said Matt Troka, senior vice president of Product and Partner Management at CDW, an HP channel partner. "By pushing all new storage business to partners, HP has demonstrated its commitment to CDW’s success and, at the same time, is building additional trust and goodwill with the channel."

Under the terms and conditions of the 100 Percent New Accounts Initiative, new registered sales opportunities of HP Storage products will be fulfilled by, and remain in, the channel. This includes HP Converged Storage products, HP 3PAR Storage, HP StoreOnce Backup, HP LeftHand Storage, HP IBRIX Storage, HP X5000 Storage and the rest of the HP storage portfolio.

The 100 Percent LeftHand and StoreOnce Initiative includes commercial emerging-growth accounts, as well as state, local and education deals.

Both initiatives drive increased sales engagement for HP Storage partners with the HP direct sales force. Whether a sales lead is identified by HP or a partner, HP will always funnel these new business and up-sell opportunities through U.S. channel partners.

More customers, more deals, more margin
The new channel partner initiatives complement the recently announced HP ServiceONE Partner Support for Storage program, which enables qualified partners to pursue new business opportunities by combining HP and partner-branded services to bolster portfolios.

With access to sales, deployment and maintenance opportunities, partners have the potential to compete for and win customer deals, as well as increase profit margins.

"With these new programs, HP is driving more storage sales opportunities and profitable growth potential to reseller partners than any other vendor," said Chris Riley, vice president, Americas, Storage, HP. "HP is helping partners increase revenue with HP 3PAR, HP StoreOnce and HP LeftHand products by bringing them more opportunities than ever before."

HP’s premier client event, HP Discover, takes place June 4-7 in Las Vegas.

(1) Any end-user account that HP has not sold storage to in the last three years. Deals registration is required to drive alignment. This strategic policy change becomes effective immediately for all new opportunities, whether identified by HP or by the channel partner. Implicit in this policy is the assurance that every registered Storage New Business Opportunity (NBO) is now guaranteed to stay in the channel. Outside of HP Global Accounts, opportunities where storage cannot be unbundled from the overall HP Solution, or select opportunities where HP is contractually obligated to fulfill direct, such as the public sector.