LAS VEGAS – We now the names for the Hewlett-Packard Enterprise and HP Inc. partner programs going forward, but that doesn’t need the venerable PartnerOne brand is going away. Also announced at HP Global Partner Conference was the PartnerOne Alliance, a new framework that will aim to make the new “two HPs” situation more attractive to partners who are strong on both sides of the company’s upcoming fence.
While the two companies will be completely separate of each other after November 1, PartnerOne Alliance will handle aspects of the business where partners are working for both. HP executives at the event liked to liken it to the airline alliance model, whereby separate (and sometimes competing carriers) come together to share costs and offer certain benefits to each other’s customers.
“We’ll be two companies, but we want to make sure that parnters understand that we want to make it easy for them,” said Vincent Brissot, vice president of worldwide channel marketing for HP’s Printing and Personal Systems group.
The program will aim to tie together lead generation, marketing and other activities for deals that include offerings from both sides of the post-split HP, for example, a thin client campaign that may drag with it networking upgrades. Brissot said the team that will manage the Alliance program will be “at the highest levels on both sides” to make sure that solution providers working deals involving both of the HPs get the highest level of priority and the quickest turnaround for support.
“We want to make sure we’re not dropping a single dollar of business opportunity for our channel partners,” Brissot said.
Under the program, HPE and HPI will also run a series of marketing campaigns that identify areas of opportunity where the two companies play well together. Brissot suggested these would be “areas of investment and growth” for both companies, and likely topics include mobility and security.
“We’re confirming to channel partners that we, as separate companies, will select a certain number of campaigns over which we will align,” Brissot said.
PartnerOne Alliance will also be responsible for ensuring there is alignment in name and in requirements for the top tiers of each company’s partners programs – complete with familiar tier level names between the two, to help make sure partners who choose to brand themselves with their HP status level have a consistent status to display.
Lynn Anderson, vice president of channel marketing for HP’s Enterprise Group, said both sides are “committed to make sure each organization has the best partner program in the industry,” and described PartnerOne Alliance as “the cherry on top,” effectively ensuring an alliance that is closer and easier to navigate than any other two vendors could possible surprise.
“IT will provide a much more streamlined mechanism to get things done. We’ll have connections high enough in the organizations where partners can get answers very quickly,” she said.
The Alliance program will also be the mechanism HP uses to make sure it can continue to share sponsorships for channel events, distribution events, and other opportunities where it makes sense for the two HPs to “co-locate” on a sponsorship rather than each having a separate presence. That will include events like GPC and HP Discover, both of which will remain pan-HP events, although will have separate elements for each company within those events.
“We want to make sure that we’re not creating twice as many events for our partners, or making everything cost twice as much,” Brissot said.