Brochure

A clear
path forward
HP PartnerOne Program FY14 at a glance

Brochure | HP PartnerOne

Partnerships drive us further

Team up with the worlds leading technology brand.

From the beginning, HP has been a company driven by partnerships. Our founders
understood the immense value of people working together towards a common goal and
that sense of collaboration is what continues to move our customers and partners forward.
Nowhere is this more evident than the HP PartnerOne Program the industrys longest
running channel program. For over 30 years, we have strived to deliver the solutions,
support, motivation and rewards that enable our partners to inspire the world.
Program benefits at a glance

New partnerships, new opportunities

This document is designed to give an overview

of how you can continue on your path as an HP
partner.

By becoming an HP partner, youll not only be financially rewarded for selling the widest
range of technology solutions in the market, youll also benefit from plugging into our
worldwide reach, building your own brand and extending your expertise.

Generate demand
Extend your marketing reach
Fill the sales pipeline
Increase your visibility

All while following a clear partner growth path that allows you to increase your rewards and
grow alongside HP.

Maximize profits
Earn compensation based on certifications
and/or revenue
Benefit from a predictable compensation model
Reach new membership levels and benefits

Even if youve never been a partner of HP before, youll feel the benefits of our newly
re-launched program, one that focuses on making partnership simple, profitable and
predictable for you.

Build knowledge
Benefit from streamlined certification
processes
Train and enable your employees through HP
ExpertOne
Rely on world-class HP support

HP PartnerOne for FY14

Simple: streamlined certification requirements and fewer thresholds, rates and exclusions
Profitable: earn rewards from your first sale no gates and continue earning without
limitations no caps
Predictable: benefit from a universal membership structure, certification requirements
and compensation model that allow you to earn and grow with HP
We understand that success for our partners means success for HP thats what the HP
PartnerOne Program is all about. Read further to learn how.

We are increasing our commitment to the

channel because, as partners, you are not
only an essential part of our past, you are an
essential part of our future.
Meg Whitman, HP President and CEO

Brochure | HP PartnerOne

Membership overview

One lucrative program, two ways to make it work for you.

For FY14, weve made the membership structure for the HP PartnerOne Program simple and
consistent so you have a clear path to growth that meets your companys expertise and
experience.

Membership levels
HP PartnerOne features four membership levels: Business, Silver, Gold and Platinum. Each
level has its own specific set of program requirements, benefits and rewards. By reaching
new revenue or certification goals, you can reach new membership levels, rewarding you
with new or extended benefits and compensation options.

Platinum
Partner
Gold
Partner
Silver
Partner
Business
Partner

The path for Volume Partners

Partners can move up membership
levels by adding more certified sales
people and increasing revenue.

The path for Specialists

Specialists grow by exceeding revenue
and competency goals within the
Enterprise Group (EG), HP Software
(SW) and Printing & Personal System
(PPS) product families.

Very high volume PPS and

PPS Portfolio

Extensive expertise throughout the

HP EG or SW portfolio

High volume PPS Hardware, or

High volume PPS Supplies

Expert in key technology area

within EG, PPS or SW

Mid volume PPS Hardware, or

Mid volume PPS Supplies, or
Mid volume PPS Storage Media

Foundation skills in key technology

area within EG, PPS or SW

Signed contract and entry-level

training (EG)
Electronic acceptance of Program
Terms (PPS)

Not applicable

Partner tools
As an HP PartnerOne partner, you have access
to a wealth of information, tools, resources and
content through our three online partner portals.
HP Smart Portal is the central hub for partners
selling HP hardware and enterprise solutions.
hp.com/go/smartportal/partnerone
HP Software Partner Central delivers specific
content and tools for those partners selling
software and support. hp.com/software/partner
HP Enterprise Security Partner Portal is the
hub for partners reselling Enterprise Security
products: hp-esp.force.com/partners

Brochure | HP PartnerOne

Generate demand

Develop opportunities for continued sales activity.

Every partner needs the right tools to succeed. Thats why HP has put together an array of
resources that can help you market your business, create new leads and generate new sales.
Heres an overview of some of the demand generation benefits youll enjoy as an HP partner.

Tools for
HP partners

Partner incentives
Exclusive marketing services
Partner insignias
Marketing Development Funds
Increase your reach

Partner incentives
Boost sales and move inventory with lucrative promotions that allow you to pass on huge
savings to your customers via short-term, SKU-specific sales or long-term product line
incentives.

Exclusive marketing services

Partners have access to advertising, demand generation and sales support tools through
a variety of assets including co-branding programs, marketing toolkits and demonstration
equipment opportunities.

Partner insignias
Platinum
Partner

Gold
Partner

Silver
Partner

Business
Partner

Build your awareness and showcase your expertise with our new partner insignias, which
clearly state your program status and HP certification. Partners can add the insignias
to business assets, such as collateral and event materials, further strengthening their
connection to the HP brand.
Partner demand generation
Each month, HPs website is visited by thousands
of potential business customers looking for
products, services and support. Two online
portals help these potential customers find HP
authorized partners that serve their local area.
The HP Global Partner Locator links customers
to partners in the HP Enterprise Group and HP
Printing and Personal Systems. Platinum and
Gold Partners with relevant specializations are
listed first because theyre best suited to address
the customers needs.
HP Software Partner Directory connects
software-specific sales leads to partners in the
HP Software group.
hp.com/software/partner/directory

Marketing Development Funds

Marketing Development Funds (MDF) are monetary resources provided to qualified partners
to subsidize costs for marketing activities, including events, advertising, telemarketing and
more. These funds are vital to driving awareness for HP products, services and solutions
and they serve as a key component in generating new business and optimizing revenue.
MDF may also be provided to an HP Marketing Services Agency (MSA), who will execute the
marketing activity on your behalf.

Increase your reach

These are just a portion of the marketing and sales services you may be entitled to as an HP
partner and are dependent on your membership status. Ask your HP representative for more
information.

Brochure | HP PartnerOne

Maximize profits

Earn compensation and boost your margins.

Its important to develop and nurture partnerships that are profitable and that maximize
profits year in and year out. After all, a focus on success and growth is at the heart of the
best partnerships.
The compensation you are entitled to is based on membership level and designation. Unlike
years past, weve streamlined the compensation process, meaning there are no gates and
no caps you start earning right away and keep earning for as long as your business grows.
Here are some of the key ways you can boost profits as an HP partner.

Compensation
options

Special Pricing
Base Compensation
Rebate Accelerator
New Business Opportunity
PfG/Business Group Bonus

Find your compensation mix

Compensation is based not only on
membership level, but also on regional
programs and opportunities. For full details
please read the appropriate HP Partner
Compensation Program Terms on Smart Portal
or HP Software Partner Central, or contact your
HP Partner Business Manager.

Special Pricing
Partners can earn Special Pricing in several forms. It can be an upfront discount, a rebate or
a combination of upfront discount and rebate as determined by HP. Special Pricing can help
you stay competitive and win deals.

Core Compensation, formerly Pay for Results (PfR)

Made up of:
Base Compensation - Earn rewards from your first sale with no gates and no caps.
Accelerator - Tied to Base Compensation, the Accelerator rewards partners for continued
growth. When you increase sales and exceed goals on selected HP products, you have the
opportunity to earn incremental rebates at accelerated rates.

New Business Opportunity (NBO), formerly Partner for Growth (PfG)

HP PartnerOne New Business Opportunity rewards you for proactively generating new
business and closing resale opportunities with customers new to HP, which can include new
customers or new business with an existing customer.

Business Group Bonus (BGB)

The Business Group Bonus rewards partners for selling specific products within a strategic
portfolio. Twice a year, HP will provide a list of eligible products and eligible partners for
this financial reward. Program availability may vary by region based on legal and market
regulations, so please refer to local guidelines for more information.

Increase your reach

These are just a portion of the marketing and sales services you may be entitled to as an
HP partner and are dependent on your membership status. Ask your HP representative for
more information.

Brochure | HP PartnerOne

Build knowledge

Learn how to adapt to the shifting business landscape.

Todays IT customers are seeking not only technology resellers, but experts that can guide
them through the dynamic changes occurring everyday in business IT.
As an HP partner, your expertise is what sets you apart from the competition. Whether
you follow the HP Specialist path or benefit from training and certifications from HP
ExpertOne, weve made it simple and intuitive to train your employees and enhance your
service offering.

Knowledge
and support

HP Specialist certification
HP ExpertOne trainings
HP support

Access HP ExpertOne

Streamlined Specialist certification requirements

This is just an overview of what you can

find on the HP ExpertOne portal. To see the
opportunities for yourself, visit
myexpertone.com and log in with your
HP Passport account or register.

For partners following the Specialist path, weve streamlined the requirements and process
for certification, ensuring:
Greater consistency in certification requirements for each membership level
Classes offered more frequently with reduced number of cancellations
Easier enforcement of certification compliance to reward partners who invest in training
Refreshed content includes the latest product information

HP ExpertOne
HP ExpertOne is our partner portal for technical, sales and marketing trainings as well as
Specialist certifications. When your employees begin training with HP ExpertOne, they join a
unique community of more than 600,000 IT professionals.
HP ExpertOne delivers a broad range of opportunities, including training on how to:
Shorten sales cycles
Improve service margins
Enhance customer relations
Deliver superior customer solutions
Technical deep dives and much more
Specialists in detail

HP support at a glance

To learn more about individual Specializations,

eligibility requirements and compensation
benefits visit the HP Smart Portal or
HP Software Partner Central.

Successful partnerships are built on collaboration, which is why HP offers the support
services that help you make the most of your partnership status.

From the HP Channel Support Center for general queries to one-on-one guidance from our
HP Partner Business Managers, HP is dedicated to not only answering your questions, but
helping you build a strategy for long-term growth.

Brochure | HP PartnerOne

Take the next step

Join us in building business momentum.

This is a great time to time to join the industrys longest running channel program. With an
innovative range of products and a newly streamlined program, you can make your expertise
pay off and build your business for the future.
Apply now to learn how to make the most of the refreshed HP PartnerOne Program that
delivers:
An intuitive membership structure that differentiates partners and provides a clear
path for growth
A consistent compensation model that increases profitability and predictability
Streamlined certification processes to simplify Specialist requirements and
knowledge development

How to apply
Key dates
Please note that all program changes are
effective beginning 01 November 2013, unless
otherwise stated. For changes specific to your
region, including detailed PartnerOne Program
FY14 Terms, please visit the HP Smart Portal or
HP Software Partner Central or contact your HP
Partner Business Manager.

If you havent already, contact your HP representative to complete an application to join

the HP PartnerOne Program and to learn more about what benefits are available to you.
Requirements vary by region and membership level, so its important to understand the
specific Terms and Conditions in your region.

Want to learn more?

New partners To contact an HP advisor about joining the HP PartnerOne Program please
complete our online form at hp.com/go/partnerone
Existing partners For an overview of program benefits, compensation information and
key deadlines, please visit the HP Smart Portal or HP Software Partner Central or contact
your HP Partner Business Manager.

Brochure | HP PartnerOne

Great partnerships are built on mutual success and motivation.

Make the most of your expertise and join the worlds leading technology brand.
Use the links below to learn more about HP PartnerOne.
HP Smart Portal
hp.com/go/smartportal/partnerone

Support
ic.usermanagement@hp.com

HP Software Partner Central

hp.com/software/partner

Support
swpartnerportal@hp.com

Enterprise Security Partner Portal

http://hp-esp.force.com/partners

Support
esp.channelops@hp.com

HP ExpertOne Portal
myexpertone.com

Support
expertonesupport.emea@hp.com

Sign up for updates

hp.com/go/getupdated
Copyright 2013 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. The only warranties for
HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as
constituting an additional warranty. HP shall not be liable for technical or editorial errors or omissions contained herein.
4AA4-9718EEE, December 2013