HP PartnerOneSoftware IT Management, ITOM and ADMSpecializations Overview & Guide 2014Covering HP Software Platinum Specialist, Gold Applications Specialist, Gold IT Operations Specialist and Silver ITM Specialist
Including Terms & Conditions
Contents 1. Welcome to HP PartnerOne in 2014! ...................................................................................................... 4
2. HP PartnerOne IT Management Specializations ................................................................................... 5
2.1. HP Software Specialist .......................................................................................................................... 6
2.2. IT Operations Specialist ......................................................................................................................... 7
2.3. Applications Specialist........................................................................................................................... 9
2.4. IT Management Specialist ................................................................................................................... 11
3. Summary of Financial and Certification Requirements ..................................................................... 12
4. Country Designations for License Sales Thresholds .......................................................................... 13
5. Multi-Country Partners (within EMEA) ................................................................................................ 15
6. Program Eligibility ................................................................................................................................ 16
HP Contracts and Compliance ................................................................................................................ 16
Financial Results ..................................................................................................................................... 16
Competency ............................................................................................................................................ 17
How to Register ...................................................................................................................................... 17
7. Additional Program Options ................................................................................................................. 17
MSP ......................................................................................................................................................... 18
SaaS ........................................................................................................................................................ 18
SVI ........................................................................................................................................................... 18
SSCP ........................................................................................................................................................ 18
8. Program Timeframes and Processes ................................................................................................... 19
9. Reselling and Referral Deal Registration Timeframes ....................................................................... 21
Payment Timeframes ............................................................................................................................. 21
10. Program Benefits ................................................................................................................................ 22
Core Benefits .............................................................................................................................................. 22
Bonuses .................................................................................................................................................. 22
Tier Bonus ........................................................................................................................................... 22
Sourced Bonus .................................................................................................................................... 22
New Business Unit Logo (NBU logo) reward ....................................................................................... 22
Promotional bonus ............................................................................................................................. 23
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Important Note on Bonus Calculation ................................................................................................ 23
Referral Fees ........................................................................................................................................... 23
Referral Fee % Levels ......................................................................................................................... 23
Market Development Fund (MDF) ........................................................................................................... 23
End User Special Negotiated Discounts ................................................................................................. 24
11. Enablement Benefits ........................................................................................................................... 25
Communications ..................................................................................................................................... 25
Partner Portals ................................................................................................................................... 25
Partner Webcasts ............................................................................................................................... 25
HP Software Partner News ................................................................................................................. 25
Discounts ................................................................................................................................................ 26
Standard reseller discount ................................................................................................................. 26
Internal use discount .......................................................................................................................... 26
Technical training discounts ............................................................................................................... 26
12. Sales & Marketing Support ................................................................................................................. 27
HP Software Channel Manager ........................................................................................................... 27
Sales and marketing support collaterals ........................................................................................... 27
Partner Directory Listing .................................................................................................................... 27
HP Software Events ............................................................................................................................ 27
13. Training and Certification .................................................................................................................. 28
HP Software Learning Center ............................................................................................................. 28
HP Certified Professional Program .................................................................................................... 28
HP Software Partner Universities ....................................................................................................... 28
14. Software and Support ......................................................................................................................... 29
Demo software ................................................................................................................................... 29
Software Support Online .................................................................................................................... 29
15. HP Software PartnerOne Program Additional Terms and Conditions FY14 .................................... 30
16. Contact Us ............................................................................................................................................ 31
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Welcome to HP PartnerOne in 2014! This compensation guide is designed to give existing and prospective HP Software partners an overview of ITM-specific Specializations within HP PartnerOne in FY14. The compensation guide also covers requirements for these levels, in addition to details of associated benefits, including compensation.
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HP PartnerOne IT Management Specializations Partner level and specializations within HP PartnerOne are based on the following criteria:
• License shipments attained (determined from the most recent 12 complete months) • Certification attainment • Partners have a duty to supply, upon request from HP, the following information as part of
holding an HP PartnerOne Specialization: o signed Business Plan o funnel reporting o sell-out and sell-to data
Figure 1: HP PartnerOne FY14 Software Specializations, including ITM
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HP Software Specialist
Previously:
HP IT Performance Suite Software Specialist or Cloud Builder Specialist. Description: At the highest level of specialization, Platinum Software Specialists carry two or more HP Software Gold Specializations, providing expertise in driving strategic planning and governance across customers’ extensive IT systems. You’ll help customers take real-time control of investments, portfolios and resources within IT infrastructures, as well as enable customers to deliver more transparency regarding technology performance and technology value.
Benefits:
Benefit Eligibility Account Manager End user discount Compensation $$$ New BU Logo reward MDF (discretionary) Smart Portal Partner Locator Insignia/Certificate Co-marketing PreSales Extras: Two Software Gold Specializations from the following:
• Gold IT Operations • Gold Fortify • Gold TippingPoint • Gold Applications • Gold Vertica • Gold ArcSight
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IT Operations Specialist
Previously: HP IT Operations Software Specialist Description You deliver increased value to your customers with intelligent automation and performance management. The solutions your provide help maximize efficiency across applications, devices and processes, even across different IT environments.
Benefits
Benefit Eligibility Account Manager End user discount Compensation $$ New BU Logo reward MDF (discretionary) Smart Portal Partner Locator Insignia/Certificate Co-marketing PreSales Extras
• Access to business leads generated by HP (varies by country) • Dedicated promotional activities • Software Partner Central • Professional Services subcontract access • Access to SW Consult pre-sales help center • Eligibility to apply for Managed Service Provider (MSP) program
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Criteria
• Partner agreement1 • Revenue threshold2 • 2 x individuals holding sales-certifications comprising:
o At least 1 x individual holding HP Sales Certified - IT Operations Management [2012] o 1 other individual holding at least one of the following sales certifications:
HP Sales Certified - IT Operations Management [2012] HP Sales Certified - IT Performance Suite [2012] HP Sales Certified - Selling SaaS Solutions [2013] HP Sales Certified – IT Software for Cloud Management [2012]
• 2 x individuals each holding at least 1 ATP (or legacy AIS equivalent) certification in an IT Operations related discipline (these individuals can also hold the sales certifications outlined above).
• Partners have a duty to supply, upon request from HP, the following information as part of holding the Gold IT Operations Specialization: signed Software business plan, funnel reporting and sell-to data
1 Including any related compliance requirements
2 Country threshold measured on a rolling 12-month net $ sell out for selected products
For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne
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Applications Specialist
Previously: HP Applications Software Specialist Description: You help customers to modernize their most critical applications and meet the challenges of a highly virtualized business world. Working with HP Software’s Application Lifecycle Management portfolio, you help customers take control of their application lifecycle with a solution that addresses the needs of all stakeholders including business analysts, development managers, project managers, scrum masters, QA managers and testing teams.
Benefits:
Benefit Eligibility Account Manager End user discount Compensation $$ New BU Logo reward MDF (discretionary) Smart Portal Partner Locator Insignia/Certificate Co-marketing PreSales Extras:
• Access to business leads generated by HP (varies by country) • Dedicated promotional activities • Software Partner Central • Professional Services subcontract access • Access to SW Consult pre-sales help center • Eligibility to apply for Managed Service Provider (MSP) program
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Criteria
• Partner agreement1 • Revenue threshold2 • 2 x individuals holding sales-certifications comprising:
o At least 1 x individual holding HP Sales Certified - Application Lifecycle Management [2012] sales cert
o 1 other individual holding at least one of the following sales certifications: HP Sales Certified - Application Lifecycle Management [2012] HP Sales Certified - IT Performance Suite [2012] HP Sales Certified - Selling SaaS Solutions [2013] HP Sales Certified – IT Software for Cloud Management [2012]
• 2 x individuals each holding at least 1 ATP (or legacy AIS equivalent) certification in an ALM related discipline (these individuals can also hold the sales certifications outlined above).
• Partners have a duty to supply, upon request from HP, the following information as part of holding the Gold Applications Specialization: signed Software business plan, funnel reporting and sell-to data
1 Including any related compliance requirements 2 Country threshold measured on a rolling 12-month net $ sell out for selected products
For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne
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IT Management Specialist
Previously: HP Software ITPS Preferred Partner.
Benefits:
Benefit Eligibility Account Manager End user discount Compensation New BU Logo reward MDF (discretionary) Smart Portal Partner Locator Insignia/Certificate Co-marketing PreSales Extras:
• Software Partner Central • Professional Services subcontract access • Eligibility to apply for Managed Service Provider (MSP) program
Criteria
• Partner agreement1 • Revenue threshold2 • 1 x individual holding sales certifications in either:
• HP Sales Certified – IT Software for Cloud Management [2012] • HP Sales Certified - Application Lifecycle Management [2012] • HP Sales Certified - IT Operations Management [2012] • HP Sales Certified - IT Performance Suite [2012] • HP Sales Certified - Selling SaaS Solutions [2013]
• 1x individual holding ATP-level (or legacy AIS equivalent) technical certification in any ITPS/ITM related discipline (this individual can also hold the sales certification outlined above).
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1 Including any related compliance requirements 2 Country threshold measured on a rolling 12-month net $ sell out for selected products
For more details on revenue thresholds for your country and certification requirements, visit the HP PartnerOne Program on HP Smart Portal: hp.com/go/SmartPortal/PartnerOne
Summary of Financial and Certification Requirements Large Country Example -Local variations to the minimum annual sales threshold may apply as communicated by the country. See section on Country Designations for Sales Thresholds below.
FY14 FY13 Annual Sales $ *
Sales Certification Technical Certification
SILVER Preferred Partner
$50K license sales achieved, in any ITM product, last 4 HP fiscal quarters
1 x individual holding sales certifications in either: • HP Sales Certified – IT Software for Cloud
Management [2012] • HP Sales Certified - Application Lifecycle
Management [2012] • HP Sales Certified - IT Operations
Management [2012] • HP Sales Certified - IT Performance Suite
[2012] • HP Sales Certified - Selling SaaS Solutions
[2013]
1x individual holding ATP-level (or legacy AIS equivalent) technical certification in any ITPS/ITM related discipline (this individual can also hold the sales certification).
GOLD Applications Software Specialist
Applications Software Specialist
Minimum annual license revenue in Applications Software as per license sales threshold table
2 x individuals holding sales-certifications comprising: • At least 1 x individual holding HP Sales
Certified - Application Lifecycle Management [2012] sales cert
• 1 other individual holding at least one of the following sales certifications:
o HP Sales Certified - Application Lifecycle Management [2012]
o HP Sales Certified - IT Performance Suite [2012]
o HP Sales Certified - Selling SaaS Solutions [2013]
o HP Sales Certified – IT Software for Cloud Management [2012]
2 x individuals each holding at least 1 ATP (or legacy AIS equivalent) certification in an ALM related discipline (these individuals can also hold the sales certifications).
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GOLD IT Operations Software Specialist
IT Operations Software Specialist
Minimum annual license revenue in IT Operations Software as per license sales threshold table
2 x individuals holding sales-certifications comprising: • At least 1 x individual holding HP Sales
Certified - IT Operations Management [2012]
• 1 other individual holding at least one of the following sales certifications:
o HP Sales Certified - IT Operations Management [2012]
o HP Sales Certified - IT Performance Suite [2012]
o HP Sales Certified - Selling SaaS Solutions [2013]
o HP Sales Certified – IT Software for Cloud Management [2012]
2 x individuals each holding at least 1 ATP (or legacy AIS equivalent) certification in an IT Operations related discipline (these individuals can also hold the sales certifications).
PLATINUM New • Cumulates 2 x Gold certifications and 2 Gold thresholds
Country Designations for License Sales Thresholds Non-listed countries are considered “micro-market” or developing, and sales thresholds may be agreed locally. Region Country Silver ITM
Specialist Gold Apps/IT Ops Software Specialist
Platinum HP Software Specialist
CEE Albania $25k $150k $300k CEE Armenia $25k $150k $300k
CEE Azerbaijan $25k $150k $300k CEE Belarus $30k $200k $400k CEE Bosnia & Herzegovina $25k $150k $300k
CEE Bulgaria $30k $200k $400k CEE Croatia $25k $150k $300k CEE Czech Republic $40k $250k $500k
CEE Georgia $25k $150k $300k CEE Hungary $30k $200k $400k CEE Kazakhstan $30k $200k $400k
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CEE Kosovo $25k $150k $300k
CEE Kyrgyzstan $25k $150k $300k CEE Macedonia $25k $150k $300k CEE Malta $25k $150k $300k
CEE Moldova $25k $150k $300k CEE Poland $50k $350k $700k CEE Romania $40k $250k $500k
CEE Russia $150k $500k $1000k CEE Serbia $25k $150k $300k CEE Slovakia $30k $200k $400k
CEE Slovenia $25k $150k $300k CEE Tajikistan $25k $150k $300k CEE Turkmenistan $25k $150k $300k
CEE Ukraine $30k $200k $400k CEE Uzbekistan $25k $150k $300k DACH Austria $50k $350k $700k
DACH Germany $50k $500k $1000k DACH Switzerland $50k $350k $700k FRANCE France $50k $500k $1000k
MEA Africa (excluding South Africa) $20k $250k $700k MEA Middle East $30k $300k $700k MEA Saudi Arabia $30k $300k $700k
MEA South Africa $30k $300k $700k NORTH Baltics $50k $350k $700k NORTH Belgium $50k $350k $700k
NORTH Denmark $50k $350k $700k NORTH Finland $50k $350k $700k NORTH Luxemburg $50k $350k $700k
NORTH Netherlands $50k $350k $700k NORTH Norway $50k $350k $700k NORTH Sweden $50k $350k $700k
SOUTH Greece $20k $250k $700k SOUTH Israel $30k $300k $700k SOUTH Italy $50k $350k $700k
SOUTH Portugal $50k $350k $700k SOUTH Spain $50k $350k $700k SOUTH Turkey $30k $300k $700k
UK&I Ireland $50k $350k $700k UK&I UK $50k $500k $1000k
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Multi-Country Partners (within EMEA)
For partners who wish to harmonise specialisation status across multiple countries, the following rules apply:
• Partner shall have legal entity and sales presence in 2 or more countries within EMEA region • Partner provides single point of contact to own business plan for all participating countries within EMEA
region • Partner shall have relevant reseller contracts and PartnerOne program membership in place with HP in
each participating country • Local HP Channel & Alliances Management approval is required in each participating country
License Shipments Attainment License sales threshold will be an aggregation of the license sales requirements in each participating country for the relevant specialisation.
Sales and Technical Certification Requirement For Multi-Country Partner status, please contact your HP Software Channel Manager.
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Program Eligibility To be eligible for the HP PartnerOne program, all partners must first meet basic contractual and compliance requirements. Once these are met, a partner’s level within HP PartnerOne, and therefore which benefits they can receive, is decided. This is assessed using two metrics: financial results and competency via certification. These requirements are reviewed annually and vary by country. Full details of all requirements are outlined in this chapter. Please note that Silver ITM Specialist level thresholds are the minimum requirement for partners to enter the program. However, partners who do not reach the Silver ITM Specialist threshold can still resell, as long as they hold a valid contract.
HP Contracts and Compliance Before conducting business with HP, all partners are required to establish a contractual reselling relationship with HP. This normally includes, but may not be limited to, an HP Partner Agreement and authorization addendum confirming the partner’s status as either a:
• Distributor: a distributor partner purchases products directly from HP for resale to authorized Resellers, within a defined country/countries or European Economical Area (EEA). Note – distribution partner benefits are not part of HP PartnerOne.
• Buying Reseller: may purchase products direct from HP, or from authorized Distributors and Sub-distributors, for resale to end-user customers in a defined country/countries or EEA. Within this document, when a partner purchases direct from HP, they are also called 'Tier 1' resellers.
• Reseller: a partner who buys products from authorized Distributors and Sub-distributors, for resale to end-user customers, in a defined country/countries or EEA. Within this document, resellers buying via distribution are also called 'Tier 2'.
The base contract also sets out the HP Partner Terms of Purchase and a Product Exhibit Table, which defines the product set that partners are permitted to resell. To retain access to the resell exhibit, partners must meet the volume thresholds set in the contracting document within six months. HP resellers are also required to comply with the HP Channel Sell through Policy, details of which can be found on Partner Central: www.hp.com/software/partner
Financial Results Eligibility for the PartnerOne program is also dependent on financial results. Financial results are net aggregate revenues earned by the reselling or referring1 of license sales in the previous 4 quarters. Revenues from attached support, maintenance or services will not be counted.
1 A referral is when an end-customer buys directly from HP and the partner has been recognized for their contribution to the closing of that deal via a referral fee. Please see Referral Fees in the Program Benefits section of this guide for more information.
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Eligible product lines are:
Apps Ops TE (ALM License) 87 (BSM License) 1W (ALM SaaS, 1st year license value only) 33 (BSM SaaS, 1st year license value only) TF (SPM License) U3 (Art License) 4Y (Cloud and Automation) FC (CAC License) D9 (ITPS Experience) FM (SPM SaaS, 1st year license value only) CM (CAM Saas, 1st year license value only) 9N (ITPS Experience SaaS
Financial results are aggregated at a country level. Partnership level – Silver ITM Specialist and Gold Specialist is therefore assigned at a country level, with Silver ITM Specialist being the minimum requirement to enter the bonus program.
Competency Competency is defined as the number of formal HP technical and sales certifications held by a partner organization. Again, minimum thresholds determine a partner’s level, and these are explained in full in the Summary of Certification Requirements table on page 9.
Valid certifications are HP Sales Certifications, Accredited Technical Professional (ATP) certificates (or their predecessor, the Accredited Integration Specialist (AIS) certificate) or Accredited Systems Engineer (ASE) certificates in HP Software related disciplines.
How to Register To register for HP Software PartnerOne, please visit: http://hpsw-itg-mgmtsw.austin.hp.com/partner/emea/how-emea.html
Additional Program Options We are always happy to discuss ways of supplementing the core HP PartnerOne program to recognize Software partners whose activities go beyond license reselling. Please contact your Channel Manager for more information on these opportunities, including:
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MSP For Managed Service Providers and Outsourcers investing in their own service delivery infrastructure using HP Software, the MSP program offers the benefit of a huge variety of software products in flexible licensing models. The program makes available Multi-tenancy licenses, Term Licenses and Dedicated Perpetual licenses in order to match the partner’s investment with the relevant business model of his engagement. For more information please contact: [email protected]
SaaS HP Software offers “Software as a Service” (SaaS) for HP Software Applications and IT Operations products, (spanning strategy and implementation, through to operations) to our valued alliance and channel partners. SaaS rapidly unlocks value for customers from the investment made in HP Software products, meaning they are able to meet their immediate objectives and realize rapid ROI – and are also in a position to increase product usage or broaden their uptake of HP Software. For information on SaaS bonus payments within PartnerOne, see the ‘Important Note on Bonus Payments’ section on page 20.
SVI The Services Integrator (SVI) program is the highest level of collaboration for Support Services between HP and selected Software business partners. SVI partners provide first-line HP Software support and manage maintenance renewal sales. As such, they require a proven level of HP Software expertise, professionalism and a commitment to meeting our high Support standards. SVI partners are awarded additional margins according to their tier level within the program structure. For more information visit: https://h20229.www2.hp.com/partner/protected/channel/emea/svi-partner-program.html
SSCP The Services Support Channel Program (SSCP) is entitling selected Software business partners to manage maintenance renewal sales without providing first-line HP Software Support. As such, they require a proven level of HP Software expertise, professionalism and a commitment to meeting our high support standards. SSCP partners are awarded additional margins according to the program structure.
HP Software Partners are only entitled to renew Software Support contracts, if they join one of HP’s Software renewal program (SVI or SSCP).
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Program Timeframes and Processes The program operates a monthly intake process whereby partners who have attained the relevant level of certification and license shipments will be added to the program.
As part of the monthly intake process, certification of existing partners within the program is analyzed, and partners can be upgraded or downgraded as a result, as per the following process. Please note, license shipment data is analyzed quarterly, not monthly, hence monthly intake is driven by certification attainment.
• If a partner gains the required number of certifications and has exceeded the license sales threshold, they can be upgraded within the program during the quarter. For instance, in either month 1 or 2 of Q1, a Silver ITM Specialist could be upgraded to Gold IT Operations Specialist, which would then be reflected in the next month’s intake. The partner would then hold Gold IT Operations Specialist level for the remainder of the quarter, and any non-compensation benefits, such as partner logo, access to special pricing etc. would be applied in the quarter.
o If the partner gains the required number of certifications and exceeds the license sales threshold in month 3 of the quarter, then the level upgrade would take affect at the start of the next quarter.
o Core compensation eligibility, i.e. Tier level bonus is finalized prior to quarter start – so any changes in partner level through the quarter, will not be eligible for core compensation in-line with the newly attained partner level until the start of the next quarter.
o Eligibility for Sourced Bonus follows the month after the partner has attained a level within HP PartnerOne. For instance, if the partner attains the level on November 30th, then they will be eligible for NBU reward starting December 1st.
o Eligibility for New BU Logo reward follows the month after the partner has attained a level within HP PartnerOne. For instance, if the partner attains the level on November 30th, then they will be eligible for NBU reward starting December 1st.
• If a partner is shown to not hold the necessary certifications requirements for their level within the program, they can be downgraded. However, this downgrade will not take place until the end of the present quarter plus one quarter grace period, providing ample time for the partner to once again meet the specific level requirements. For instance, if a partner is Gold Applications Specialist in month 1 of Q1, but then loses a number of certified members of staff, meaning they do not meet the requirements for Gold Application Specialist in month 2 of Q1, they will still hold that specialization, and the benefits it entails, until the end of the present quarter plus one quarter grace period, in this instance meaning if they did not replace the certified members of staff they would be downgraded to Silver ITM Specialist level starting Q3.
• There is a delay of approximately one week from certification exams being undertaken to when the completed exams results (and therefore associated sales and technical certifications) will show within HP PartnerOne level calculations. Partners should therefore look to gain the certifications they need for the PartnerOne level they require for the quarter as early as possible.
• Broad intake timelines for HP Software PartnerOne are the 2nd Friday of each month.
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Figure 2: Table showing HP PartnerOne intake timeframes
Q1 FY14 Q2 FY14
Partner compliant by….
Nov. 30th
Dec. 31st
Jan. 31st
Feb. 28th
March 31st
April 30th
Accreditation start:
Dec. Jan. Feb. March April May
(Q1) (Q1) (Q2) (Q2) (Q2) (Q3) New BU Logo/Sourced starts
Dec. (Q1)
Jan (Q1)
Feb (Q2)
Mar (Q2)
April (Q2)
May (Q3)
Tier Bonus starts
Feb. 1st (Q2)
Feb. 1st (Q2)
Feb. 1st (Q2)
May 1st (Q3)
May 1st (Q3)
May 1st (Q3)
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Reselling and Referral Deal Registration Timeframes When registering deals for bonuses within the HP Software PartnerOne portal (via www.softwarepartnerone.com) the following timeframes must be adhered to:
• Reselling deals need to be finalized by the partner adding details of the HP Order Number to the deal, within one month of the quarter the deal is registered in, closing. So essentially, for any deal registered the partner needs to finalize the deal within the quarter + 30 days.
• All SaaS deals need to be registered as per above via www.softwarepartnerone.com for compensation.
• Referral deals must be registered and approved by HP Software within the system a minimum of 5 days before the deal closes, and finalized via the HP Order Number being entered into the system within 4 weeks of the deal closing.
Payment Timeframes Payment cycles for bonuses on reselling and referral deals registered via the www.softwarepartnerone.com portal are quarterly, with shipment data collated and cleaned by HP after the deal registration deadline for the quarter (30 days after the quarter closes), relevant checks and approvals carried out by HP Software finance teams prior to payment, which is typically issued two months after quarter close.
Direct (tier 1) bonuses not submitted via the portal are processed and calculated automatically typically within 6 weeks of quarter close.
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Program Benefits The HP PartnerOne Program offers a range of benefits, all of which are designed to help you sell, market and deliver HP products and services. The benefits are divided into Core Benefits and Enablement Benefits, which combine to ensure that working with HP Software is beneficial for all our PartnerOne partners2.
Core Benefits
Bonuses
Software Specialization Level
Tier Bonus Sourced Bonus New BU Logo Referral Fee
Platinum 10% 10% 5% 5%/10% Gold 5% 10% 5% 5%/10% Silver 0% 10% 5% 5%/10%
Tier Bonus Tier bonuses are a percentage of reported license sales made by the partner during the quarter.
• For all Tier 1 (direct) partners, these bonuses are automatically calculated and paid out, excluding any sale relating to SaaS deals and the NBO Bonus, which should be registered via www.softwarepartnerone.com.
• Eligible Tier 2 (indirect) partners must register all deals and claim all their bonuses through www.softwarepartnerone.com. Silver ITM Specialists do not qualify for Tier bonuses, but can benefit from the NBO Bonus.
Sourced Bonus Sourced Bonus is designed to reward partners who bring new opportunities to HP Software (opportunities which were not previously known or visible to HP Software).
Partner will need to register the deal as early in the sales cycle as possible. HP has the right to approve or decline the requested bonus application based on HP internal records of engagement in the account.
New Business Unit Logo (NBU logo) reward NBU logo reward is designed to incentivize partners who win business in new accounts for HP Software. Defined New Business Unit Logo accounts will qualify for an additional NBU reward on top of other bonuses which may be earned, across any eligible ITM license product line.
2 Please note that some of the Core Benefits are not available in certain countries. Please contact your local HP Software representative for clarification.
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NBU bonus is applied automatically on every deal sold into new accounts to HP Software. This reward only applies to accounts defined as New BU Logo reward accounts; these accounts exclude HP Corporate & Enterprise accounts, which are known as “named” accounts. Please contact your local Channel Manager for further details.
Promotional bonus HP Software may run ad hoc promotions linked to specific products or product groups. Bonus or discount percentages vary by promotion, and will be communicated to relevant program resellers by email and HP Software Partner Central.
Important Note on Bonus Calculation • Eligible product lines for bonuses are: TE, 1W, 87, 33, TF, U3, 4Y, FC, D9, FM, CM, 9N • All payments are made quarterly and in arrears. • All bonuses are calculated using the “net-to-HP” license value, i.e. the value of the license to
HP after any contractual and/or special discounts. • A partner can only get compensated once per deal. • Please note that some deals will be registered automatically, while others may need to be
registered. If you are unsure, please contact your local Channel Manager for more information. • Partner rebates and bonuses will only be paid on 1st year of a SaaS subscription deal (not for
multiple year deals or SaaS renewals). Referral fees for SaaS require additional HP sign off and registration via www.softwarepartnerone.com, please check with your Channel Manager for more information.
Referral Fees Referral fees are discretionary payments made to non-reselling partners, where the partner had demonstrable influence on a deal made directly between HP Software and the customer. Demonstrable influence can refer to: identification of sales opportunity, recommendation of the HP solution, involvement in the sales cycle, proof of concept, solution architecture, or associated return on investment.
Referral Fee % Levels • 5%: Partner identifies and qualifies opportunity then recommends and engages HP Software. • 10%: Partner provides proof of concept, and acts as lead in sales cycle and execution. Partner
also involved in detailed ROI, configuration and implementation of the product.
Market Development Fund (MDF) MDF is a fund to subsidize partner-led sales and marketing activities. To apply for MDF funding, Silver ITM Specialists, Gold Specialists and Platinum HP Software partners should work on a detailed plan of activity with their HP Marketing contact or Channel Manager. If approved, HP Software will fund a percentage of the total cost of the activity, on a case-by-case basis.
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End User Special Negotiated Discounts End User Special Negotiated Discounts are available to HP Software partners holding the following levels within the PartnerOne program:
• Silver ITM Specialist • Gold Applications Software Specialist • Gold IT Operations Software Specialist • HP Software Platinum Specialist
For further information, contact your Channel Manager.
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Enablement Benefits Communications
Partner Portals HP Software Partner Central is the gateway to all the content that is available to HP Software Sales and technical teams. That means 24/7 access to up-to-date information about HP Software solutions, programs, pricelists, marketing opportunities, strategies, initiatives, training and more.
Partners can login at www.hp.com/software/partner, using the information and HP Passport (password) they received during the New Partner Onboarding process, described in the previous chapter.
The HP Software PartnerOne portal, www.softwarepartnerone.com is where you will find the Deal Registration tool, for registering reselling and referral deals and claiming bonuses.
HP Smart Portal is your general source for information on products, program benefits, pricing and training. Plus, it gives you access to the HP PartnerOne Program and all compensation offers, as well as demand generation, marketing and sales support tools. Access the HP Smart Portal: hp.com/go/smartportal/partnerone
Partner Webcasts Partner webcasts offer unparalleled insight into all things HP Software. These online meetings can cover anything from new products to thought leadership debates, or even special events targeted to specific audiences within the partner community. Upcoming events are promoted via email and on HP Software Partner Central, and replays of past sessions are always available in the News & Events section. Make sure you receive invitations to these valuable events by editing your communications preferences at www.hp.com/software/partner.
HP Software Partner News Our quarterly email newsletter keeps partners informed on news, alliances, products and services, industry strategies, customer successes, training, marketing opportunities and more. Current and archived issues are available through HP Software Partner Central in the Newsletter section. To subscribe, please edit your communication preferences at www.hp.com/software/partner. Partner Response Centre For any questions not answered through the portal, webcasts or newsletter, our Partner Response Centre is here to help. We also welcome your feedback and suggestions. Send your question to [email protected].
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Discounts
Standard reseller discount All contracted HP Software partners are entitled to standard discounts on products for resale, regardless of whether they are in the HP PartnerOne program. These discounts are set independently of the HP PartnerOne program, vary by product and are subject to change.
Internal use discount The HP Software PartnerOne partners can receive a 60% discount on HP Software products for internal use. Please contact your Channel Manager for details.
Technical training discounts HP Software Education offers PartnerOne partners a discount of 20% on training packages for resale or internal use. Visit the HP Software Education website at http://h10076.www1.hp.com/education/hpsw/ for more information.
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Sales & Marketing Support HP Software Channel Manager As successful alliances need continued commitment, Gold Specialist partners will be assigned an HP Channel Manager. The Channel Manager will act as a central point of contact and as an advocate for the partner within HP Software. In the spirit of true partnership, HP Software would expect the partner to provide a reciprocal alliance manager from within their own organization. Channel Managers work closely with their counterparts to help them maximize their revenue potential, review their progress quarterly and provide the necessary resources to keep them on track.
Sales and marketing support collaterals HP Software Partner Central is the best destination for all the latest sales information and kits, exactly as our own HP sales teams see it. Partners can “hit the ground running” with all the tools you will need for a specific product, including: how-to information, customer presentations, marketing collateral, White Papers, webcast kits and more. Make sure you visit www.hp.com/software/partner before your next customer appointment. HP Software will also work with partners to produce partner solution profiles, customer success stories and White Papers outlining partner solutions to specific industry challenges. Partners may be expected to meet some or all of the cost for these marketing tools. Speak to your Channel Manager or contact [email protected] for more information.
Partner Directory Listing The HP Software Partner Directory makes it easier for customers and prospects to find the right partner for their specific requirements – whatever their industry or business need. All PartnerOne partners are invited to list themselves on the external HP Software partner website, which potential customers can search by region or specialization. In addition, the HP Software Partner Directory is also available for Apple iPhone devices via the Apple AppStore, simply search on ‘HP Software Partner Directory’.
Partners can update their profile via the Partner Directory link on HP Software Partner Central or under Edit Your Company Data here: http://h20229.www2.hp.com/partner/directory/
HP Software Events HP Software runs local and regional events for our partners and customers, offering unique insight into our products and strategy, and the opportunity to collaborate, learn and participate in planning and educational tracks which will inform your future success. Look out for more information on Partner Central.
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Training and Certification HP Software is committed to giving our partners easy access to the training and certification needed to demonstrate, sell and implement our products and solutions. Our training program is designed to suit you, offering both travel-free, web-based courses and traditional classroom training with real world scenarios. A comprehensive training and certification guide can be found on HP Software Partner Central: https://h20229.www2.hp.com/partner/protected/accreditation/index.html
HP Software Learning Center HP Software Learning Center is the platform for all of our travel-free training options. Here you can get free, 24/7 access to computer-based training (CBT), web-based training (WBT), live and recorded webcasts, and links to all our partner training events and commercial training programs. Partner discounts are available on instructor-led training from HP Software Education.
Please see https://h20229.www2.hp.com/partner/learning.html for more information.
HP Certified Professional Program The HP Certified Professional Program is benchmarked around the world to provide partners with the technical skills needed to plan, deploy, maintain and support mission-critical IT environments and respond rapidly to changing business needs. Please visit the ExpertOne page for more details:
http://h10120.www1.hp.com/certification/expertone_certification.html
HP Software Partner Universities HP Software holds multiple stand-alone events to provide hands-on training to the technical community on newly released and partner-focused products. Look out for the invitations in the Partner Newsletter of visit Partner Central for more information on upcoming events throughout the year.
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Software and Support Demo software All HP Software PartnerOne partners can access HP Software for demonstrations and internal training. All software can be found in the Downloads section of HP Software Partner Central at: www.hp.com/software/partner/one-year.
Some products come packaged with a 60-day license key, which may be extended by your Channel Manager, subject to approval by HP.
Software Support Online Partners can access Software Support Online (SSO) through HP Software Partner Central. SSO provides all the information and support needed for a successful customer engagement. The self-solve knowledge base contains demos and downloads, discussion forums, tools for servers and developers, enhancement requests, full manuals and general support.
In addition, Gold Specialist partners can apply for a Support Access ID number, which may be used in exceptional cases to log a new technical support call during pre-sales. For more information contact your Channel Manager.
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HP Software PartnerOne Program Additional Terms and Conditions FY14
HP PartnerOne is an optional partner program that allows partners to earn bonus rewards in return for sales of qualifying HP Software products and the partner gaining required levels of sales and technical certifications for qualifying HP Software products.
Program membership is separate to, and does not constitute an amendment to, any existing partner legal contract or reselling agreement. Eligibility for the program is defined in the program guide, available upon request in writing or from the HP Software Partner Central. HP reserves the right to decline applications for program membership. HP reserves the right to change or amend eligibility rules, reward levels, participating product groups and any other program features without notice.
No program bonuses of any kind will be awarded if partners fail to comply with the requirements of the ‘HP Channel Sell Through Policy’. HP reserves the right to decline or defer bonus claims which are below a minimum size or which are made outside of the set timeframe following the sale.
HP has no liability to pay bonuses or referrals on deals which were not registered in advance via the deal registration portal (www.softwarepartnerone.com) or as otherwise advised by HP Software, or furthermore to pay bonus or referrals to any partner who did not register the specific deal. Bonus claims for deals where the up-front license discount is over 65% are automatically under review and HP reserves the right to reduce or withhold bonuses under these circumstances. Partner rebates and bonuses will only be paid on 1st year of a SaaS subscription deal (not for multiple year deals or SaaS renewals). Referral fees for SaaS require additional HP sign off; please check with your Channel Manager.
The bonus and referral fee compensation is not available in Russia & CIS countries. For further details, please contact the local Channel Manager.
From time to time, HP may make available to partners certain promotional or marketing programs, including but not limited to, programs involving promotional allowances, marketing funds, demonstration products and development unit purchases, and support. Participation in such programs or promotions shall be subject to the then-current terms and conditions of those programs or promotions as set forth on the HP Software Partner Portal.
Information contained herein may be updated from time to time, so partners are requested to check regularly for updates on the Smart Portal and Program Guide.
The only warranties for HP products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty.
HP shall not be liable for technical or editorial errors or omissions contained herein.
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Contact Us If you have any questions about the HP PartnerOne program, please contact [email protected] and we will respond as soon as possible.
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