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Hewlett Packard Enterprise has rolled out some improvements to the partner deal registration and price protection programme to drive more business through its channel.
The vendor has extended the programme to cover installed base business rather than just focusing on rewarding partners for bringing in new opportunities.
The thought process is that if resellers are able to gain benefits from their existing customer base it will encourage them to be bolder in targeting some fresh targets.
“We’ve made a range of positive changes to the HPE Partner Ready Program, and reaffirmed our commitment to the Channel as a company,” stated Carlo Giorgi, vice president Channel, Service Providers & SMB, Enterprise Group, HPE EMEA.
“The Deal Registration and Price Protection Program expansion will now protect more business opportunities for our valued partners when selling new solutions and new projects to HPE installed base customers," he added.
The changes also include deal protection for public sector deals and come into effect from this week.
HPE stated that since it had made the deal registration programme available last summer to partners it had charted a growth in new customer deals.
HPE is not alone in extending the converage of its deal registration and Information Builders took the decision last week to cover all of uts WebFOCUS BI products.
Previous Information Builders reseller programmes only allowed partners to refer deals to the vendor's direct sales team or resell the WebFOCUS Business User Edition but the latest Analytics Accelerator programme enables partners to refer or resell all of the products.
“Partners are integral to our business model. Leveraging premier resellers is a mutually beneficial – and highly profitable – way for Information Builders to seed our products into numerous markets and industries that we don’t normally enter directly. Our partner relationships create competitive advantages for customers by helping them to rapidly deploy end-to-end BI and analytics solutions that enable data-driven decision-making throughout their entire organisation," said Gerald Cohen, president and CEO of Information Builders.