DH Kass, Senior Contributing Blogger

October 19, 2012

2 Min Read
HP Modernizes SMB Sales and Marketing Partner Portal

Hewlett-Packard (NYSE: HPQ), making sure it doesn’t lose sight of its partner community while it fusses to fix its flagging business, has opened a new online, SMB-focused portal called Partner Concierge meant to serve as a central location for tools, training and support.

Inasmuch as HP chief executive Meg Whitman has referred to the vendor’s channel as its “No. 1 competitive advantage in the industry,” how then does Partner Concierge benefit channel partners? Here are the details …

Essentially, Partner Concierge is a modernized version of HP’s 18-month-old SMB Central portal, constructed to better engage with partners concentrating on smaller businesses through a collection of upgraded sales and enablement tools, marketing programs, training and information vital to sell the vendor’s products and services.

The portal also gives partners a vehicle to interact more frequently with HP, and for new partners to sign up for HP authorized reseller status. The program is available to all U.S. channel partners — joining is free and requires only registration — and it’s soon headed for Canada and then worldwide implementation.

Judging from the landing page alone, the web site is far more user-friendly, inviting and informative than its predecessor. For example, right now the page lists HP printer and PC roadshow locations through early December, offers information on new promotions, social media marketing, partner testimonials, financing programs and provides a Twitter feed.

Partner Concierge tools and resources include:

  • iQuote, which enables partners to create customized solutions and configurations, obtain fast quotes and place orders.

  • High Performers Index, a benchmarking tool with which users can confidentially rank themselves against their peers and competitors. The tool is free for the first 1,500 HP authorized partners signing up for Partner Concierge.

  • Blue Carpet, a sales incentive program tied to HP’s umbrella PartnerOne program rolled out in the United States last year after a pilot in Canada, which rewards partner sales reps for selling HP products and solutions.

  • Marketing Depot, also part of PartnerOne, which enables partners to customize HP demand-generation tools to boost market awareness and includes print ads, emails, posters, web banners, event registration pages, CDs, and whitepapers.

  • Ask the Concierge, a new live chat feature for partners to engage real-time with HP support teams for help on programs, tools, sales opportunities and competitive pricing.

HP has hopes the Partner Concierge program will encourage partners to work together on joint marketing and business development opportunities and to more closely partner with the vendor.

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About the Author(s)

DH Kass

Senior Contributing Blogger, The VAR Guy

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