New eligibility rules make it easier for some solution providers address shifts in the types of solutions end users demand.

Late in August, Hewlett-Packard unveiled a series of changes to its flagship PartnerOne program that could help solution providers expand their involvement with HP's printing and imaging products while also offering a path for printing veterans to increase sales of other technologies.

At the core of the changes are revamped revenue milestones that allow partners to aggregate sales totals of all the HP products they sell rather than segregating them according to technology categories, as in the past.

For example, printing and imaging partners might have formerly used color printing revenues and HP technical certifications to meet the classification requirements for the various PartnerOne tiers. Training is still a component, but now a company's revenues from HP storage systems, networking gear, servers and other product lines all count toward their tier classification.

"The new structure of PartnerOne allows [solution providers] to take advantage of the programs in other categories because it combines all of our products versus having just one category," says Scott Dunsire, HP vice president of Imaging and Printing Group (IPG) business and sales management in the Solution Partner Organization.

The result is that some solution providers will be able to receive the financial, training and marketing resources of the higher tiers more quickly. "Especially for partners that are on the brink of being a Preferred or Elite Partner [similar to PartnerOne's old Gold and Platinum levels], these rules allow them to step up" to new program offerings, Dunsire adds.

The changes will also reduce program administration costs and complexities, HP says, although at press time these details were still being finalized. The program enhancements are slated to become effective on November 1, he adds.

New Partner Levels

The three tiers now consist of the existing entry-level Business Partner classification, which offers resources for product promotions, financing, support and training. The new Preferred Partner category builds on those offerings with sales rebates and other financial benefits, marketing support and additional growth incentives. Top-end Elite Partners gain the added advantages of assigned channel sales support, enhanced marketing support focused on end-users, priority leads and other perks.

HP says that Elite Partners will receive additional benefits for sales in such areas as office printing, blade computer, thin-client, virtualization and Microsoft Unified Communications solutions.

Dunsire adds that the PartnerOne changes coincide with an evolution in the types of printing solutions end users are demanding, brought about in part by the increasing sophistication of networked printers and multifunction products (MFPs). Because these devices connect to networks, CIOs and line-of-business managers evaluate and specify the hardware with an eye toward better managing the entire IT environment.

As a result, solution providers are more frequently bundling printers and MFPs with storage units and workstations. This trend is helping solution providers "be more of a trusted advisor for their customers," Dunsire says.