HP Announces Sales Engagement Policies for Channel Partners

HP Announces Sales Engagement Policies for Channel Partners

HP today announced policies that clarify its go-to-market approach with its 15,000 U.S. channel partners to grow sales while making it easier for them to do business with the company. To achieve a more collaborative sales process with clear areas of responsibility, HP has refined its field engagement model and established rules to enable a more efficient interaction between the company and channel partners that resell its business-class products.

For sales of these products, which include PCs, industry-standard servers and select data storage products, HP will focus on a “named account” list, while channel partners will lead sales efforts with all other clients. In addition, channel partners will be able to contact HP with questions related to these clients. “Today, we take another big step toward optimizing our partner sales engagement,” said John Thompson, vice president and general manager, Solution Partners Organization – Americas, HP. “Our channel partners have told us this is a high priority and we are committed to fueling opportunities for growth with them.”

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