Hitachi Revamps TrueNorth Partner Program to Focus on EnablementHitachi Revamps TrueNorth Partner Program to Focus on Enablement
Hitachi Data Systems recently overhauled its TrueNorth channel program to widen sales and profit opportunities for partners through specialization, education, incentives and support.
May 30, 2013
“There has never been a better time to be a Hitachi TrueNorth partner than right now,” said Jack Domme, Hitachi chief executive. “We are creating massive, unique opportunities for partners to grow their business by addressing the most complex business challenges our customers face."
Domme is referring to Hitachi’s decision to better equip its partners through upgrades to its enablement, rewards and support programs—supplying more tools, skills-building opportunities, competency-based incentives, integration support and account segmentation. The vendor figures that if it sets the proper stage and provides partners with the necessary foundation to boost sales and improve profits, the corresponding results will follow.
Here’s a synopsis of the program upgrades:
Specialization: Real-time 24/7 access to the same tools, best practices, and associated manuals and implementation materials as Hitachi employees, under a single-access framework. Hitachi distributors Arrow (ARW) and Avnet (AVT) also are providing remote service offerings for Hitachi Unified Storage.
On-demand training: New “Just For You” training, an on-demand adaptive learning vehicle, delivers training to help improve customer-facing interactions. Hitachi has provided all training free of charge since 2011 and will continue that policy with the new offer.
Incentives: Rebates are available to partners for all HDS solutions and offerings. Competency-based rebates are available for partners with specialized delivery and integration skills supporting Hitachi Unified Compute Platform (UCP).
Account segmentation: Hitachi has broadened partner engagement by clarifying its end user account strategy to partners, opening the possibility of collaborating with the vendor on named account engagements and granting partners the lead on non-named accounts in North America.
Distributor-supplied integrated Hitachi converged solutions: Avnet is offering Hitachi UCP Select for VMware (VMW) vSphere with Cisco UCS as a fully integrated solution to channel partners in North America. The pre-configured solution includes Hitachi's Virtual Storage Platform (VSP).
Datalink support centers: Datalink is deploying through its OnceCall support centers an initial support program in North America for all implementation and support services for Hitachi UCP Select for VMware vSphere with Cisco UCS and Hitachi VSP. The Datalink support is being used as a template should Hitachi elect to expand its First Call program in the near future.
“Hitachi Data Systems partners are a strategic and critical component of our ability to help customers increase efficiency and flexibility in their IT infrastructures,” said Mike Walkey, HDS global partners and alliances senior vice president. “These new enhancements usher in the next generation of our partner program and affirm our commitment to continuing to invest and improve the way we team with our partners.”
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