HP Introduces Comprehensive New Benefit Program For Value-Added Resellers.
PALO ALTO Palo Alto, city, California
Palo Alto (păl`ō ăl`tō), city (1990 pop. 55,900), Santa Clara co., W Calif.; inc. 1894. Although primarily residential, Palo Alto has aerospace, electronics, and advanced research industries. , Calif.--(BUSINESS WIRE)--Nov. 4, 1996--Hewlett-Packard Company today introduced the HP Performance Program, a comprehensive reseller An organization that sells hardware and software to the general public. Resellers purchase products from software publishers and hardware manufacturers. program designed to promote the productivity and growth of its top-performing resellers.
The new program establishes a closer link between HP and its resellers by providing a full range of marketing and technical benefits in a single package. It complements the services provided by HP's aggregation and distribution partners, making it one of the most extensive reseller programs in the industry.
The HP Performance Program recognizes reseller purchases of HP products from any participating HP authorized au·thor·ize
tr.v. au·thor·ized, au·thor·iz·ing, au·thor·iz·es
1. To grant authority or power to.
2. To give permission for; sanction: distributor or aggregator and rewards resellers with greater benefits as their sales volumes grow. In addition, HP also will extend a dual-sourcing capability to its largest resellers, who purchase through aggregation. In the past, these resellers were required to purchase from a single aggregator. Under the dual-sourcing program, they will be allowed to select an additional source from among HP's authorized aggregator partners and will automatically receive all program benefits on all purchases of HP products. HP's smaller resellers will be able to continue to purchase HP products from any HP authorized distributor or aggregator.
"Dual sourcing will make it even easier to do business with HP," said Newton Walpert, HP North American North American
named after North America.
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The HP Performance Program is designed to conserve reseller time and administrative resources Administrative resource is the ability of political candidates (and parties) to use their official positions or connections to government institutions to influence the outcome of elections. by making use of the popular World Wide Web with an exclusive and security-enhanced HP Reseller Web Site. In addition, a toll-free telephone number A toll-free, Freecall, Freephone, or 800 number is a special telephone number, in that the called party is charged the cost of the calls by the telephone carrier, instead of the calling party. is available to resellers who prefer to use the phone.
"HP has a long-standing tradition of commitment to and investment in its channel partners," said Bill Riffle, HP Computer Business Organization North American general manager. "The company continually seeks new ways of providing better support and has conducted extensive research with its resellers to determine the services and benefits that will make them successful in selling HP products to their customers. The HP Performance Program is the direct result of that research."
"The HP Performance Program gives us direct contact with HP," said Peter S. Rizzo, vice president of sales and marketing at Diamond Micro Solutions, Inc. "While some of its competitors are moving away from the reseller channel, HP has clearly made the decision to work more closely with its resellers. We can use the benefits that this program offers to maximize our resources and stay current on HP's latest products and solutions. This tighter relationship will enhance our credibility and ultimately benefit our customers."
HP PERFORMANCE PROGRAM OVERVIEW
The HP Performance Program is available to value-added resellers A value-added reseller (VAR) is a company that adds some feature(s) to an existing product(s), then resells it (usually to end-users) as an integrated product or complete "turn-key" solution. that purchase at least $100,000 annually in HP computer and peripheral products through any participating HP authorized distributor or aggregator. Qualifying products include HP Intel-based Vectra PCs and NetServer systems; OmniBook notebook computers A laptop computer that weighs in a range from five to seven pounds. The term originated when laptops were routinely more than 10 pounds, and those that became lighter were placed in a special "notebook" category. In practice, notebook computer and laptop computer are synonymous. ; LaserJet and DeskJet printers; CopyJet color printer-copiers; ScanJet scanners; OfficeJet printer-copier-fax devices; DesignJet large-format printers See wide-format printer. ; AdvanceStack hubs and switches; JetDirect print servers; DeskDirect network adapter A printed circuit board that plugs into the bus of both user machines (clients) and servers in a local area network (LAN). Also commonly called a "network interface card" (NIC) or "LAN card," the network adapter transmits data onto the network and receives data from the network. cards; NetBeamIR infrared LAN adapters Same as network adapter. ; and mass-storage products, including CMS (1) See content management system and color management system.
(2) (Conversational Monitor System) Software that provides interactive communications for IBM's VM operating system. tape backup Using magnetic tape for storing duplicate copies of hard disk files. Users can add an internal or external tape drive to their desktop computers for backup purposes, and files are typically copied to the tapes using a backup utility that updates on a periodic schedule. and SureStore optical devices.
"HP offers the broadest product line in the computer industry, making it easier and faster for resellers to attain the purchase volumes required to receive program benefits," said Walpert.
The HP Performance Program provides all the services and tools that resellers require to be successful in today's highly competitive environment. Benefits are offered in three key areas, including the following:
-- Extensive Technical Support -- HP consistently receives high marks for excellent technical support in reseller surveys conducted by publications such as Computer Reseller News and VARBusiness. The HP Performance Program helps resellers build their knowledge of HP products and solutions through a dedicated reseller 800 number for pre- and post-sales technical support; technical product and solutions training; and 24-hour access to technical-support tools, product-repair certification and support alternatives. -- Full Business Support -- The HP Performance Program provides benefits that assist resellers in building awareness, generating sales leads and closing business through benefits such as access to demo units, customer evaluation units, sales referrals, HP's high-quality sales literature and cooperative marketing funds. -- Up-to-date Information -- The HP Performance Program provides resellers with timely access to the critical information they need to be successful and knowledgeable in selling HP products. Information is provided in a variety of formats, including a monthly news package, new product introduction events and tools, HP FIRST fax-retrieval system and the new and exclusive HP Reseller Web Site.
ADDITIONAL BENEFIT PROGRAMS
The HP Performance Program provides a solid foundation for a number of specialized programs. These targeted programs, which provide additional benefits to resellers serving strategic markets for HP, are the HP AdvanceNet Program and the HP VIP Program.
The HP AdvanceNet Program provides additional benefits to resellers who specialize spe·cial·ize
1. To limit one's profession to a particular specialty or subject area for study, research, or treatment.
2. To adapt to a particular function or environment. in integrated networked-systems solutions. Resellers are eligible to participate in the AdvanceNet program upon achieving annual sales of $100,000 in HP networking products, including HP NetServer systems, AdvanceStack hubs and switches, JetDirect print servers, DeskDirect network adapter cards and NetBeamIR infrared LAN adapters.
The AdvanceNet Program offers two benefit levels, Associate and Professional. A reseller will be offered support tools and technical communications at the Associate level. In order to move to the Professional level, the reseller must pass the HP AdvanceNet Certification Exam. At the Professional level, the reseller will receive additional benefits, including enhanced technical support, evaluation units and financial incentives.
A similar program, the HP VIP Program, provides sales leads A sales lead is the identity of a person or entity potentially interested in purchasing a product or service, and represents the first stage of a sales process. The lead may have a corporation or business associated with the person(s). , product evaluation units and financial incentives to resellers investing in HP DesignJet printer pre- and post-sales support. It rewards those resellers meeting the program participation requirements and contributing most to HP's success in selling DesignJet printers into the CAD and graphics markets.
Hewlett-Packard Company is a leading global manufacturer of computing computing - computer , communications and measurement products and services recognized for excellence in quality and support. HP has 110,800 employees and had revenue of $31.5 billion in its 1995 fiscal year.
Information about HP and its products can be found on the World Wide Web at http://www.hp.com.
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Anne Butler, 408/988-2100