HP and EMC are both starting schemes to make it easier for partners, especially the smaller ones, to work with them. EMC wants more sales in the entry-level segment in EMEA (product sales worth between $5,000 and $25,000). To increase sales in this segment EMC has implemented a simplified quoting process, introduced new products and launched a sales incentive programme. Channel resellers will thereby have more autonomy in entry-level segment sales and the potential to benefit from an uplift in sales, it says.
To simplify the quoting process, EMC now allows distributors to quote immediately, rather than have to register each deal. This innovation will reduce the time it takes for resellers to close each sales cycle and affords them greater control over the sales process. EMC’s new incentives programme is its first ever for the entry-level segment and provides a range of inducements to help resellers close entry-level solution sales.
Reseller incentive means that with three successful sales, resellers will receive a $300 incentive for each sale (retrospective to the first sale). Additionally, when resellers reach more than 50% of their sales target and become the top performer in their region, they will be treated to a sports car driving experience weekend. Distributors will be given a sales target through a Goal Acknowledgement Form, to achieve per quarter. Should they exceed this target, they will be rewarded with a rebate on those sales.
Peter Yarwood, EMEA Distribution Sales Director at EMC: “While EMC has always performed well in the entry-level segment, we are targeting a further increase in sales. Our resellers are the best in the market and we want to both reward them for their ongoing success while giving them the freedom they need to achieve it. The overhaul of our entry-level market sales platform does just that and we anticipate it will prove highly successful for our business, and for our resellers’ businesses.”
HP says it is working on what matters to channels with upgrades to its HP Unison partner Platform, as well as demand generation, which deliver partner support throughout the marketing and selling cycle. Deployment of the new tools and resources is under way and will continue through 2015.
According to a recent survey, partners rated rebates, deal registration and lead generation among the most important benefits of a partner program. Focusing on this, HP has responded with online access to new and improved resources that enable partners to win new business, track compensation and develop joint business plans. These tools have led to increased partner scores for ease of doing business, according to a recent survey of HP partners.
HP has redesigned its registration, quoting and pricing processes with a new HP Discount Now and HP QuickQuote solutions to help close opportunities. The new MyComp Optimizer tool provides partners with greater clarity, helping them to better manage and forecast their compensation and rewards. Improvements include a single source to view and monitor payments, increased transparency into program performance capabilities and the ability to simulate performance to optimize compensation, improve predictability and maximize payments.
Enhanced lead and opportunity management provides new structured process for passing and managing leads, a single location for reviewing, editing and updating opportunities, a shared view of the pipeline, and visibility to deals in process by HP. The new market development fund (MDF) tool makes it easier for partners to optimize and track their MDF dollars, helping them increase their marketing return on investment. Improvements include enhanced guidelines, integration with the joint business planning structure, automated tracking, improved reporting, and a streamlined claims process.
The Co-Marketing Zone provides partners with easy access to the assets they need, enabling them to efficiently create marketing materials that drive demand. New joint business planning processes and tools support shared growth and greater collaboration. Improvements include a consistent planning structure across HP that facilitates goal setting, a single place to track KPIs, and quarterly reviews to help meet collaborative objectives.