Hewlett Packard Enterprise
From the start of next month HPE partners will be using a compensation model that calculates rebates at net prices as the vendor makes its latest round of programme changes.
The net price move has been introduced to make sure that partners can remain profitable and as part of the vendor’s commitment to ensuring that its partner schemes are easy to follow.
The May update to Ts&Cs is the second major change to be announced so far this year with the vendor revealing in January that it had rolled out some improvements to the partner deal registration and price protection programme to drive more business through its channel.
The vendor extended the programme to cover installed base business rather than just focusing on rewarding partners for bringing in new opportunities. That followed moves announced last September to update partner competencies.
The vendor has used its Global Partner Conference to launch the first six, of a planned total of 11, partner competencies designed to encourage the development of expertise around specific areas, including data management, incident recovery and application development and transformation.
Holding those competencies will help partners gain more rewards from the HPE partner ready programme, which includes special pricing, deal protection, MDF and service delivery rewards. There are also Pointnext services and a back-end rebate programme. Compensation is based on membership levels so the most committed resellers will be able to gain more.
The inclusion of Pointnext services is a nod to changes that HPE made last month to kick start its support organisation and help the channel go after digital transformation opportunities.
“Partners are looking to earn more, protect their investments and increase their value to their customers,” said Carlo Giorgi, vice president Channel, Service Providers & SMB, Enterprise Group, HPE EMEA.
“Our Partner Ready program increases our partners’ profitability and makes it easy to do business with us. The new compensation program combined with the latest training into our key innovations and partnerships underlines our leadership position in the IT channel,” he added.
HPE gets 70% of its revenues through the channel and now boasts more than 50,000 partners in 123 countries in EMEA with the latest changes going live across the UK and most of Europe from 1 May.
Read why Partner sales enablement is a major priority for HPE in 2020