News Highlights:
Today 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 optimize 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 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 personalize outreach. Partners are
encouraged to contact ssactivation@hp.com for additional
details.
Leading the Shift to a Services-led Business
Model
Customers today are seeking services-led, non-linear buying
experiences, and HP 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 today introduced a number of infrastructure improvements
optimized for services-led business models through the channel –
enhancements include: HP branded finance solutions, specialized
training, insights on buying behavior 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. Today 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.
Best-In-Class Training – Streamlined
Based on partner feedback, HP streamlined HP University, one of
the most advanced global partner training programs with a number of
enhancements. Optimized 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 customized learning
paths
HP Sales Central – One Seamless Experience
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 personalization
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 week1.
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.
Diversity & Inclusion Partner Pledge
As the industry navigates constantly changing social and
cultural environments, HP remains strongly committed to diversity
and inclusion (D&I). Diversity leads to stronger teams, more
significant innovation, and better products and services.
At HP Reinvent, not only will there be a session devoted to how
partners can take action on increasing D&I in their workplace,
partners will also have the opportunity to sign the ‘D&I
Pledge’ – including an honest assessment of their current state,
and a follow-on training session on how to create and deploy a
D&I plan in their company, and in 12 months re-take the
assessment to measure their efforts and improvements.
About HPHP Inc. creates technology that makes
life better for everyone, everywhere. Through our portfolio of
printers, PCs, mobile devices, solutions, and services, we engineer
experiences that amaze. More information about HP Inc. is available
at http://www.hp.com.
Resources:1 HP internal calculation based on average time it
takes partners to find HP information on existing website vs time
it takes to find the same information on the HP Chatbot
Maha Neouchy, HP Inc.Maha.Neouchy@hp.com
www.hp.com/go/newsroom
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