The new HP is busy designing and building up its partner-centric model. In an
exclusive email interview with DQCI, Balu Doraisamy, President, HP India, said
that he wanted to convey the message to partners of both, pre-merger HP and
Compaq, that in the new HP, the channel has a partner who is absolutely
committed to their success in the market. "In the new HP, they have a more
powerful partner to help them meet their customer needs and compete in the
marketplace," says Balu. In dealing with partners, the new HP will be
guided by several key principles.
Balu Doraisamy: Building up a partner-centric model for the new HP |
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For the short-term (30 to 90 days), partners will continue to work within the respective programs of pre-merger HP and Compaq | |
In the long-term, the best of both, pre-merger HP and pre-merger Compaq, will be blended to deliver a partner-centric, integrated program |
Some of these principles include, predictability through clearly defined
rules of engagement; strong business development focus; flexible and scalable
demand creation tools; easy-to-manage and maintain administrative and
operational processes; and the ability to be dynamic across a rich product
portfolio.
These principles are meant to allay the fears among partners who were used to
work under two different cultures of pre-merger HP and Compaq. Before the merger
news had broken out, partners of each of these companies were competing fiercely
in the marketplace to bag orders from clients.
Though the new HP has been established, the uncertainty among partners still
continues because channel policies of the new company are yet to be announced.
The new HP is aware of this and Balu says, "For the short-term (30 to 90
days) there is little change to the way we currently work. Depending on what
products the partners are selling or influencing, they will continue to work
within the respective programs of both companies."
This policy is being adopted to ensure that channel partners face least
amount of disruption in the current business flow. This applies to such areas as
marketing/affinity programs and benefits, promotions, contracts, order
processing, quotes and configuration, special pricing, order fulfillment, and
credit.
Points out Balu, "In the long-term, our intent is to blend the best of
both pre-merger HP and pre-merger Compaq to deliver a partner-centric,
integrated program that is flexible, scalable and dynamic to meet the needs of a
very competitive marketplace."
The new HP believes that the development of a partner-centric model will
maximize its augmentation and extension capabilities resulting in increased
market reach and revenue opportunities.
SYLVESTER LOBO