Hewlett-Packard Corporation –
Channel Partner Strategy / Marketing
Implemented Successful Reseller Program – Latin America
HP had a myriad of over 40 channel partner programs for HP resellers and integrators throughout the world. Following the merger with Compaq, HP introduced a restructured, simplified partner program in North America with three partner membership levels, consistent benefits including marketing funds, co-marketing kits and training/certification. The challenge was how to implement this program globally. Latin America was a particular challenge (similar to Europe) with many countries and languages and different programs in each country.
The opportunity was to standardize within the growing Latin American region, and improve the cost structure of program administration and the channel partner satisfaction with HP, while allowing countries some flexibility to account for the local environment.
- Led a program management team of professionals from Latin American headquarters/ countries, with knowledge specialties in marketing, operations, channel partner administration, and communications.
- Obtained executive HP Latin American sponsorship for program team and developed a plan of attack.
- Held weekly program meetings and monthly reviews with sponsors.
- Conversed across multi lingual program team.
- Persuaded team to align behind common goals and executed and implemented program changes to roll out new program structure.
- Latin American HP channel Partner ONE program launched in spring following the fall North America program launch.
- Program provided standardized web portal interface for channel partners.
- Program administration simplified resulting in 20% cost savings for HP.
- Partner satisfaction increased providing ease of doing business with HP and opportunities for partner revenue and market share growth with HP.
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