The information we want to share today is about Selling HP ProLiant Servers*. A common question we have when attending Reseller events in the USA, is whether or not they can sell HP ProLiant Servers without being HP Partners. Well here is the good news: you CAN sell HP servers today! There are several ways of doing so, and we’ll highlight them on this article.
The first option we’ll talk about is Open Distribution. HP makes some of our Server models, plus all the options for those models available through distributors without establishing a formal business relationship with HP. The server products that you can sell are called SmartBuys Server SKUs, including the new HP ProLiant MicroServer.
A SmartBuy is a pre-discounted SKU of some of the most popular configurations of different HP ProLiant Server models. Some of them are even pre-configured and pre-installed with Microsoft Windows Operating Systems, such as Windows Server 2008 R2 Foundation or Windows Small Business Server. In addition to this, Smart Buys can also contain specific hardware configurations such as RAM, hard drives, and even hardware maintenance Care Packs. This is a great option for you to start selling HP ProLiant Servers today, by building configurations from SmartBuys SKUs. If you are interested in more information about HP SmartBuys you can review the video by Katrhyn Rainies or visit this site.
If the SmartBuy solutions don’t work for your customers you can become a member of the HP PartnerONE , the next step beyond open distribution. At the entry level of this program, you are given access to the entire HP ProLiant portfolio. In addition you’ll also have access to other business class storage products; these include NAS and the P2000 family of SAN solutions. HP has made several enhancements to this program over the last few years that specifically address SMB resellers and PartnerONE members have access to multiple sales models in addition to robust marketing and training assets.
But, how can you become an HP PartnerONE member? It’s easy because there are no revenue requirements. You’ll need to have your Business address, an email address, a website and sign the HP Partner Agreement. We invite you to visit this site for more information.
Once a member of this program, you can sell HP ProLiant servers through these three models:
- DISTRIBUTION: This option works just as open distribution; except for the fact that now you have access to an expanded HP ProLiant Portfolio.
- AGENT: This is an interesting model, in which the transaction takes place between the customer and HP. What’s in it for you? You’ll earn a commission from influencing the sale. In addition of contributing with your value add services.
There’s an addendum to the partner agreement that you need to sign to add this capability, but once this happens, that customer will be added to your records and you’ll earn a commission from every purchase that customer does. Whether they call HP or purchase directly from business to business website that you can set up for them to use.
- HP SOURCE: Under this model you work directly with HP to source the products that you sell your customers. This is another option to the traditional distribution model.
Finally there’s what we call the SMB Sales Center, which was created as part of the changes that HP’s done to PartnerONE over the last few years. This option was set up specifically to address the needs of Small resellers like you.
SMB Sales Center is a great resource that can help you through the different phases of the sales cycle. You can also get configuration assistance, which provides you the confidence that you’ve got the right bill of materials for your project. You’ll find also help issue resolution, with which you can track orders or get support with issue escalations. Finally you’ll get big deal pricing support; this feature will help you whenever you’ve landed that big multi-server deal for the first time, and need HP to join forces to help you win the deal.
There is a great opportunity for you as a reseller on the USA and offering the right HP solution for your customer is easy, whether you choose Open distribution, HP PartnerONE or the SMB Sales Center. More information is available here: www.hp.com/partners/US. If this has been helpful, please join the Coffee Coaching community and follow us on our blog, Facebook, Twitter, YouTube or LinkedIn.
*Note this information is valid only In the USA.