Jeanette Dietl -

Coronavirus: HP increases partner support

Vendor reacts to the ongoing pandemic with moves designed to make life easier for partners and their customers

In a crisis, people remember who their friends were and who looked out for them during the tough times and took steps to make life easier.

Some, like certain Premier League football clubs looking for government assistance to pay their non-playing staff, will be remembered for the wrong reasons, but HP has taken steps to ensure it increases support for its channel.

The vendor has announced a series of measures designed to help those that are finding the current situation challenging, both operationally and financially.

Like other vendors, HP is looking to make life easier for partner customers with leasing and financing to make sure the orders keep coming in.

But it has also announced changes to its incentive programmes to allow more flexibility during the current crisis. The vendor will now provide a more predictable, flat-rate incentive programme and relaxed compensation models to enable more partner flexibility with linearity, while extending deadlines for submission of proof of performance and reporting.

Local UK channel teams will be communicating what the changes mean for resellers here over the next few days.

“As a global company, we understand the importance of acting globally while executing at the local level,” said Christoph Schell, chief commercial officer at HP. “Rather than taking a one-size-fits-all approach, we are taking a customised approach specific to the unique and evolving dynamics at the market and country level, depending on a variety of factors.

“We are structured to ensure the continuity of our business operations even under the most challenging circumstances and we feel very fortunate to be in a position to offer the help and support needed by our valued partners and customers.”

The vendor is also pointing resellers towards its online university to make sure they keep on top of their skills development. The firm has decided to move most events until the end of October to virtual ones and is keen to get resellers engaging with it online to keep up to date with news and information.

In a statement to MicroScope a few days ago, HP’s UK & Ireland channel director, Neil Sawyer, said the firm was working hard to support partners.

“HP has set up a task force within its UK&I team to ensure we are providing our resellers and customers with all the information and support they need in this difficult time,” he said. “This includes leveraging our global supply chains to ensure delivery of inventory for companies setting up their employees for remote working.

“We would advise businesses stay close to their IT suppliers and partners, who can help the transition. Through our extensive network of business partners across the UK&I, HP has made available tailored packages of laptops, desktops and home/office printing solutions to support the switch to home working.”

As well as easing the incentives and providing more finance to customers, HP is also giving its partners the chance to offer its HP Sure Click Pro free of charge until the end of September.

“Security is another key area for firms to consider,” said Sawyer. “To address potential cyber security risks for those suddenly working or learning from home, HP is offering free customer webinars to help set up home offices securely.

 “Aside from hardware and software, HP is also sharing tips with our resellers and customers on how to stay motivated and manage our work and family lives.”

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