News

HP’s PPS Business Ready To Take Partners Through Separation Journey

News

New Delhi, March 26: Ahead of separation of Computer and printing giant Hewlett-Packard into two separate publicly traded companies from November 2015, HP India has laid down the modalities to drive its go-to-market strategy as the way forward.

The Printing and PC systems of business (PPS), which will be known as HP Inc and the other half that comprises of enterprise and storage business under the Hewlett Packard Enterprise, will create its separate business model for its partners and customers.

Globally, the company has announced new channel programs at the recent Global Global Partner Conference held in Las Vegas as a launch pad for several new initiatives centered on helping partners ease into the upcoming split, including its HP Navigator program and the HP AllianceOne Partner program. Further roll it out locally, HP India on Wednesday shared the roadmap and how the company will take its partners through this transition journey. The PPS business is headed by Rajiv Srivastava, president, printing and personal systems.

The commercial team of PPS is conducting partners roundtable and update its partners on the new changes. To ensure that all the operational and marketing related activities will be completed at all the partners segments. Be it large tier I partners, solution providers and volume resellers or the alliances. For each partners segmentation, the company has deputed resources which will assist every partners to have a smooth transitions before the final separations. The company is looking to complete the partners transition by August 2015.

Shedding more light on the new programs, Gurpreet Singh Brar, director commercial channel sales, PPS, HP India informed, “To navigate our partners through these changes, we have rolled out HP navigator program. It is designed to simplify partners operational stuff, which is going to change with the separation, since today our partners are dealing with one company and tomorrow they will have deal with the two separate companies.”

“Hence, there might be operational issues and challenges when partners will move from one company to two companies while dealing. Therefore the new program will help partners to navigate through this change so that the business continuity remained intact and there will be no drop in the ball.We want our partners to focus more on customers and new business expansions rather than separation and operational issue,” he added.

Brar sees, among all the partners segmentation, tier I partners will have to go through all the complexity. To overcome the legal and operational related barriers, HP has allocated dedicated resources, whose job is to work with HP team and ensure that all the operational work be it IT, marketing and finance related work gets done before the changes.

Similarly, for the next level of support for its large to mid partners, HP account operational managers will be helping partners to navigate these changes. For the smaller partners, the company has rolled out HP Unison partners portal, for any communication and queries can reach out to portal for guidance, which also has technical call centers team

HP has also extended its PartnerONe Alliance program, which a common program for both PPS and enterprise channel partners.

Srivastav said, “The last couple of quarters has been good ride for PPS, our PC business is on top and we continue to have strong dominance in our printing business. We have a strong thrust for partners, with the new service driven model and new technologies like Cloud and mobility. We are closely working with partners to understand this change and work with the change and transform their business. As we are trying to separate into two companies with such a high magnitude we need to have transition service agreements. We will try to make seamless and better transition for the company.”

As per the new changes into PartnerOne Alliance top partners continue to offer cross-portfolio opportunities across companies after the separation. With the Partner One Alliance, both Hewlett Packard Enterprise and HP Inc. will work together on partner activities and maximize participation in industry channel events. Dedicated teams in both companies will collaborate to build joint business and marketing plans around specific solutions in key areas of the portfolios. The Partner One Alliance will be available to all Platinum, Gold, Silver and distribution partners.

The other new addition in the PPS business is its Mobility Sales Plays focused on key verticals and a Mobility Certification program to help partners capitalize on customers’ growing need for next-generation workforce productivity solutions.

In November, HP Inc. expects to launch a commercial partner program designed to meet the unique needs of transactional, solutions-oriented partners and system integrators. The new program is dedicated to ensuring HP Inc.’s continued momentum in transactional business while driving growth in markets such as mobility and managed print services (MPS).

Leave a Response