Race for results

A-brand vendors continue to set the pace in the quest to create winning channel initiatives that inspire Middle East partners to victory.

Tags: Hewlett-Packard CompanyJuniper Networks IncorporatedMicrosoft GulfNetgear IncorporationSymantec CorporationUnited Arab Emirates
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Race for results
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By  Andrew Seymour Published  December 10, 2009 Channel Middle East Logo

HP’s Preferred Programme is one of the most comprehensive in the business, featuring a variety of sales, marketing, technical and market development resources for members to access.

Bernhard Isemann, managed enterprise solutions for IPG, says HP is keen to expand the scheme to more resellers, and recently opened it to ProCurve partners. It remains focused on attracting project-driven partners with incentives based on volume accomplishment, as well as rewarding Gold partners that invest in specialising around certain technologies.

Why should a reseller join your channel partner programme?

Registration to this programme is a contract that expresses our commitment to support partners in their interaction with customers. We invest in training and education on the latest products, which gives them a competitive advantage. Secondly, our partners get special pricing, especially for some tenders and special deals where the partner has worked to develop the account.

What makes a good channel partner programme in your opinion?

One that adds value to the partner and motivates them to work with one company ahead of another. It is important to offer all the required resources in one place. In addition, vendors should work on protecting the profitability of their partners as this issue is very important to them.

How do you prevent your programme from being too complex to join?

We assure that by using a registration tool on our partner portal, where we have defined five issues to be evaluated. These include terms that should be met, such as the business plan and trade licence, in addition to some formal procedures. The partner can save the documents needed on their account, and the registration team will visit the partner to complete the process.

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