HP Seeking Sales Out Data From 5,000 SMB Partners

HP has sent a letter to about 5,000 of its SMB partners seeking 'sales out' data as part of a major initiative to provide improved sales alignment and "better services" to channel partners.

Stephen DiFranco, vice president and general manager of HP's Solution Partners Organization, said the $123 billion computer giant already has 'sales out' data from 85 percent of its partner network in the U.S. and is aiming to increase that to 95 percent with the new sales out initiative.

DiFranco said the sales out data is critical in providing better sales alignment between HP and its partners. "This data helps us produce better models with regard to how we should deploy our sales organization," he said. "So that we can stop having 14 guys call on one account and nobody call on another account."

DiFranco, along with Debra LeBlanc, vice president, Americas Channel Support & Operations, sent a letter on August 20 requesting the sales out data from the 5,000 additional SMB partners.

"In order to provide better services, improve our product pipeline and make the best channel investments, it is critical that we obtain accurate, consistent and timely channel sales data from our partners," the letter reads. "To that end, we are now working to expand the number of sales out reporting partners and asking for your company participation."

"By providing this data, you will enable us to more accurately see where your sales are coming from such that we can make further enhancements to our programs and solutions to help you drive your business forward," reads the letter.

Mont Phelps, CEO of NWN, a fast-growing Waltham, Mass. national solution provider that is one of HP's top partners, said the sales out data supplied to HP creates solid sales alignment between HP and its partners.

"It helps us align with HP and know who has what account," he said. "It makes HP more efficient and reduces channel conflict. We have to work together and communicate. It is just a more efficient way to go to the market."

Next: Data Will Help HP Manage Its Supply Chain

Phelps said NWN already supplies sell through data with account names and has not seen any sign of HP abusing that information.

Matt Smith, director, Americas Channel Marketing, Solution Partners Organization for HP, said partners are asking for more linkage with HP. Furthermore, he said the sales out data will help HP manage its product pipeline and supply chain.

"This allows us to see inventory, what is selling at what price and to what customer," said Smith. "It allows the resellers to be an extension of our supply chain. It allows us to further implement just in time inventory. It is really about getting the right product at the right price to the right people."

Smith said the sales out data is particularly critical in SMB where sales out data is often more difficult to obtain. "That is dead smack in our strategic vector," he said. "We want to make sure that we are talking to those (SMB) resellers making sure we have the right products and are investing in SMB. This is going to help us be a better SMB vendor."

Mike Parronttino, vice president, SPO DRC and Agent Sales for HP, said the sales out data will give HP the data it needs to make sound decisions on where to make increased channel investments.

"With our (market) segment focus (Enterprise, SMB,Public Sector, Healthcare) getting more data gives us the ability to make decisions on where to make increased and enhanced investments," said Parronttino. "Having the knowledge of the segment data and the verticals within those segments only benefits the partner."

In order to ease the sales out reporting transition for partners, HP is offering at no charge to partners DataConnect reporting software from InfoNow along with free installation, configuration and support for three years.

HP said the InfoNow software is aimed at automating the sales out reporting process adhering to strict security standards. Further, HP said that partner-specific data obtained will be protected from unauthorized disclosure under the terms of the HP Partner Agreement.

HP, which is hoping to complete the process by Nov. 30, said a member of HP Partner Data Acquisition Reporting team will be contacting partners in a follow up to the letter from DiFranco and LeBlanc.