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HP Introduces Comprehensive New Benefit Program For Value-Added Resellers.

PALO ALTO, Calif.--(BUSINESS WIRE)--Nov. 4, 1996--Hewlett-Packard Company today introduced the HP Performance Program, a comprehensive reseller 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 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 Channel Marketing manager. "It will give resellers greater flexibility in obtaining HP products, while ensuring that they accrue cooperative marketing funds on all of their HP purchases." The dual sourcing program is slated to become effective Jan. 1, 1997.

The HP Performance Program is designed to conserve reseller time and administrative resources 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 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."


The HP Performance Program is available to value-added resellers 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; LaserJet and DeskJet printers; CopyJet color printer-copiers; ScanJet scanners; OfficeJet printer-copier-fax devices; DesignJet large-format printers; AdvanceStack hubs and switches; JetDirect print servers; DeskDirect network adapter cards; NetBeamIR infrared LAN adapters; and mass-storage products, including CMS tape backup 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.


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 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, 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, 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

CONTACT: Copithorne & Bellows for HP

Anne Butler, 408/988-2100
COPYRIGHT 1996 Business Wire
No portion of this article can be reproduced without the express written permission from the copyright holder.
Copyright 1996, Gale Group. All rights reserved. Gale Group is a Thomson Corporation Company.

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Publication:Business Wire
Date:Nov 4, 1996
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