Hewlett-Packard Corporation – Channel Program & Incentives

Hewlett-Packard Corporation - Channel Partner<strong> Strategy/Marketing

Channel Program Incentives Drive Remote Support Success


HP constantly searches for methods to improve customer satisfaction with IT.  The Enterprise Systems Division of HP uses a remote monitoring technology called “Insight On-line” with a web interface that will predict potential hardware and software issues and resolve those issues before the customer experiences system downtime.  Many HP customers have successfully used the technology, but HP was struggling to get their resellers to adopt it and reseller participation was critical since the majority of products are sold by resellers.


Develop a program and communications strategy for the channel partners to sell the benefits and value for their customers, of adopting and installing the automated remote support technology.

Actions Taken

  • Designed an incentive program to encourage the channel partners to perform installation of “Insight On-line” with their customers.
  • Obtained funding for the incentives.
  • Created channel sales guides and collateral and communicated available sales tools and the value proposition to the channel partners.
  • Implemented the incentive program with the regions including communications and tracking results.
  • Persuaded the team to align behind common goals and execute and implement program changes.


  • Tripled the level channel partner adoption of automated support of installations which contributed to reduced costs of providing support for HP and the partners.
  • Structured customer reports for partners to help channel partners grow revenues by selling additional products and services and refreshing older equipement.
  • Created web experience for partners to view their customers’ installations, support details and reports, securely making it easier for them to track installations and results.
  • Generated incremental sales of new storage products resulting in 1% increase of multimillion dollars of sales.