Press Release: 17 July 2013

HP Helps Channel Partners Grow Services Revenue

Enhanced ServiceOne program delivers marketing and sales tools to accelerate growth for partners
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HONG KONG, July 17, 2013 — HP today announced new enhancements to its ServiceOne program to help channel partners in Asia Pacific and Japan grow their services revenue by expanding into the high-growth services market. The expanded program includes marketing support and sales tools, as well as a simplified structure that offers a predictable and profitable compensation model.

To meet enterprise and small and midsize business (SMB) customer demands in the dynamic Asia Pacific and Japan region, channel partners need new ways to deliver solutions that help modernize infrastructures, tackle big data and embrace evolving business requirements. The enhanced ServiceOne program allows partners to gain the skills and tools required to effectively sell, architect and service complex solutions to deliver a ‘new style of IT’  for customers, with HP’s backing.

“As providers of technology to some of the fastest growing companies in the region, we need to drive service innovation to help our customers meet their business objectives,” said Anirudh Shrotriya, Director, Shro Systems Pvt, India. “As an HP ServiceOne partner, we are able to leverage HP’s intellectual property, technical expertise and now marketing knowledge to deliver high quality HP branded services to help our customers solve their toughest IT challenges.”

The extended ServiceOne program offers proven sales and marketing tools to help partners generate new leads, increase demand for services, mine existing business and complete deals. HP is creating new opportunities for partners to expand their services business with the following:

  • “Hardware is only half the story,” the new ServiceOne marketing campaign that enables partners to co-brand with HP, making it easier for partners to differentiate, sell and grow profitably with HP.
  • Executive development program for HP ServiceOne partners run in collaboration with INSEAD Business School, Singapore. This 3-day course equips partners with the business, sales and technical skills needed to competently service their customers’ complex business models.
  • A simplified compensation model that removes rebate revenue gates and caps to improve partner revenue predictability. This provides clearer visibility to the amount of rebates so partners start getting rewarded from the first sale, opening the door to greater earning potential.
“Customers in this region want their partners to have the same level of proficiency as the vendor to meet their complex support requirements,” said Howard Bowland, vice president and general manager, Technology Services Support, Hewlett-Packard Asia Pacific and Japan. “To fully capitalize on this opportunity, partners need to transition from the traditional reactive IT support model to a proactive and pre-emptive services sales and delivery model. By extending ServiceOne, HP is helping partners deliver industry-leading solutions to their customers, backed by the HP’s strong marketing and technical expertise.”

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