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HP outlines fresh strategies for growth

March 19, 2019

At HP Reinvent, the company’s largest global partner event, HP outlined its digital transformation agenda, insights-driven go-to-market (GTM) strategy and partner enablement enhancements.

The technology sales channel is undergoing a dramatic shift as consumer and commercial buying habits evolve. Aimed at driving partner growth in 2020 and beyond, the company shared its strategy for navigating the dramatic shifts taking place and arming partners with the inspiration, knowledge and expertise to optimise revenue, streamline costs, and future-proof their businesses.

 “The digital transformation of our global economy is impacting all facets of business on a global scale from jobs, to trade policies to supply chains,” said Jos Brenkel, Global Head of Sales and Strategy, HP Inc. “Our commitment to take purposeful action is unwavering – preparing ourselves, our partners and our customers for what’s coming next.”

To aid partners to quickly tap into the power of social selling, HP says it now offers partners the option of leveraging Marketing Development Funds to contract LinkedIn Sales Navigators. With LinkedIn Sales Navigator, partners can target the right buyers, leverage key insights, and personalise outreach.  

Customers today are seeking services-led, non-linear buying experiences, according to the OEM, and HP says it is poised to help its partners transition to these evolving sales models. Consumer and commercial customers alike are moving quickly towards a sharing economy and consuming products in completely different ways, which require a shift towards outcome-based or consumption-driven models.

HP revealed that the OEM had introduced a number of infrastructure improvements optimised for services-led business models through the channel – enhancements include: HP branded finance solutions, specialised training, insights on buying behaviour and online resources.

As the industry increasingly moves to XaaS (Everything-as-a-Service), leasing and financing underpins HP’s approach to services-led selling—helping the company accelerate its services and solutions offerings.  The company introduced HP Integrated Financial Solutions, HP’s branded finance solution for providing partners with more flexibility to quickly ramp their services-based business and help ensure long-term, recurring revenue.

HP Integrated Financial Solutions may provide options such as instant credit approval, mobile apps, automated document management, and electronic signature and invoicing to speed and enhance the customer experience. HP will be rolling out the program over the coming months, working in partnership with some of the world’s leading finance solution providers.

To further aid its partner ecosystem, HP recently launched the WISE for Channel platform, which makes it easier to access technical information, training, how-to videos, service manuals and advisories. Immediately available via the Partner First portal, the WISE for Channel mobile-ready platform includes a highly intuitive search capability and easy-access to product specific support videos.

Based on partner feedback, HP streamlined HP University, one of the most advanced global partner training programs with a number of enhancements. Optimised to empower and equip the company’s growing number of partners, the company has evolved its vast training and certification models to enable outcome-based strategic selling and better equip partners to develop and grow their services business and recurring revenue stream.

Highlights include:

  • New adaptive learning approach to certifications across PC, Print, and Supplies
  • Soft skills modules including Strategic Solution Selling, Hunting and Storytelling
  • Virtual and hands-on content workshops and customised learning paths

To enable a more seamless selling experience, HP announced the merger of HP’s Sales Central (HPSC) and Partner First portals into a single unified experience, providing partners around the world with immediate access to HP materials and a true “click one and done” experience. The portal, which will now live under the HP Sales Central Umbrella, also features a highly-intuitive presentation builder and my workspace personalisation capabilities.

One of the most interactive new additions to HPSC is a new chatbot capability acting as an AI conversational assistant. The HP Chatbot provides answers to any queries related to an HP product search for more than 80,000 active SKUs across the HP portfolio, allowing partners to easily navigate products much more quickly – returning between 35-55 minutes per week.

HP will also roll out a new Gamification-as-a-Service feature, available on both the mobile and desktop versions of HP Sales Central. The new program encourages users to participate in an interactive learning environment complemented with challenges, competitions, rewards, recognition and a virtual store to redeem program points. The unified site launches mid-April with full functionality of legacy sites throughout the calendar year.

As the industry navigates constantly changing social and cultural environments, HP says the company remains strongly committed to diversity and inclusion (D&I). Diversity leads to stronger teams, more significant innovation, and better products and services, explains HP.

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