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HP hones in on partner enablement through HP University launch

Rob O'Neill | Sept. 13, 2017
Following trials with partners worldwide, HP University offers one-stop shop for training and certification.

Dion Weisler, HP's Australian CEO, has taken the company back into growth mode.
Dion Weisler, HP's Australian CEO, has taken the company back into growth mode.

HP is launching a new training and certifications platform for partners, HP University, as well as enhancing desktop-as-a-service (DaaS) offerings and boosting device security.

Revealed during day one of HP Reinvent in Chicago, HP University will become the vendor's single source for sales skills training, product education and certification for its 18,000 partners across the world.

Specifically, HP University will be optimised to enable partners as the industry transforms from transactional to contractual and subscription relationships, with courses including tools and techniques to enable the channel to engage customers, sell products and drive recurring revenue.

Digital, interactive online training will be available in 170 countries - including Australia and New Zealand (A/NZ) - spanning 11 languages with face-to-face training also tailored in to reflect local languages.

Designed to help the channel transition to a new level of value selling, more than 30 worldwide partners across three markets beta tested the program prior to deployment.

Furthermore, access has been simplified to allow partners to focus on learning rather than navigating a complex portal.

"HP offers partner-focused, consultative training with a thoughtful approach to drive the bottom line," HP vice president of worldwide channel sales strategy Thomas Jensen said.

"Our global partner-focused HP University allows our vast ecosystem to focus on driving channel growth with relentless execution, a simple and clear education programme and streamlined, effective operations to maximise growth and profitability."

Jensen said businesses can tailor computing environments, while shaping customer and workforce experiences through adopting a subscription-based model.

That shift, however, requires a consultative approach to selling and changes in the way channel partners engage with customers.

Within the new framework, HP "core competencies" are also available, including security, DaaS, mobility and managed print services.

According to Jensen, courses in solution selling will present realistic business problems, and provide strategies to uncover end-user challenges, craft proposals and deliver the right messages to the right customers.

 

Value of security

During an action-packed opening keynote, the tech giant - which returned strongly to growth during the past year - also emphasised enhanced security features across its wider portfolio, urging partners to use such features as opening talking points with customers, who remain increasingly concerned about the rising wave of cyber threats.

From a printing perspective, the vendor unveiled HP Connection Inspector, a new intelligent embedded security feature created by HP Labs, designed to help devices stay ahead of malware attacks through advanced self-healing capabilities.

 

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