Hewlett Packard Enterprise (HPE) (NYSE: HPE) says it has re-designed its quoting and deal registration process to “accelerate joint growth” with partners.
When selling into new customer accounts HPE partners will now receive both an upfront discount through New Business Opportunity (NBO) and deal protection via Preferential Pricing (PP).
The vendor says the three month deal registration time frame is now extendable for three more months. Preferential Pricing – which protects HPE specialised partners during the presales period – will be available for six months and extendable for long or complex deals which require a long sales cycle.
“Our partners told us that they want increased protection, simplicity and predictability when pursing new business opportunities with HPE,” says Nick Brown, VP of channel partners, HPE's Enterprise Group EMEA.
“The combination of the New Business Opportunity discount coupled with the newly introduced deal protection through preferential pricing, as well as further simplified programme rules will result in expanded benefits for partners, improved predictability and a faster and more transparent approval process.”
NBO is available for Silver, Gold and Platinum EG Partners in EMEA. PP is open to all HPE EG Partner Ready Specialists in EMEA, inclusive of Business Partners, as well as those with Silver, Gold and Platinum status.
Describing the changes as “an important milestone in the HPE channel strategy to continue putting partners first and improve the ease of doing business together,” Gilles Thiebaut, VP of indirect sales, SMB and service providers, Enterprise Group EMEA, HPE, adds: “The enhancements we are making will significantly improve our partners’ experience and their confidence to invest in HPE solutions.”
The changes have now been introduced in the UK and Ireland, France, GWE, Iberia and Italy while Germany and MEMA will be see them later this month.
