HP improves compensation process with Unison changes

Hewlett-Packard has moved to improve the services it provides partners with deal registration and rebate tracking and improvements to its Unison platform

Reseller calls for decent rebates, deal registration and lead generation processes are themes that run across the channel but have provoked Hewlett-Packard into making some improvements to its partner platform.

The vendor noted research that recently came out of Canalys, which revealed that many resellers placed the logistics of registering and being rewarded for deals as some of the things they most highly valued in a partner programme.

Speaking at the start of the month, when the findings of the survey were announced Alastair Edwards, principal analyst at Canalys, said that it was important vendors got the building blocks of a channel programme right.

"Each of these contributes directly to a partner’s ability to find and win business and, eventually, to its bottom line. If a vendor does not get these benefits right, it will not have a successful partnering strategy," he said.

Just a few weeks on from that comment and HP has moved to simplify its Unison Platform and provide more resources for partners, compensation tracking tools and the opportunity to develop joint business plans.

The vendor has redesigned its registration, quoting and pricing processes and through the MyComp Optimizer will give resellers a chance to manage and forecast their rewards.

Heather Murray, vice president, product marketing, HP solutions group, Tech Data, said that partners wanted to work with vendor that made life easier for them.

“The HP Unison Platform has helped our partners effectively navigate all aspects of the selling cycle, from developing joint business plans with HP to demand generation and compensation management," she said.

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