Amol Mitra
Director - Networking
HP, APJ
We have a global framework for channel which covers the globe called Partner ONE framework. But then we customize our strategies based on the regional needs so we have APAC Construct within the PartnerONE framework and partners are classified as Platinum, Gold and Silver. Next, globally we have HP Networking specialized partners classified as Advanced, Professional and Registered partners. So from where comes the customization? It is in the form of the programs, rebate structure and the certification parameters, depending upon the partners' capabilities.
India is, indeed, an important market for us. Considering the opportunities, we introduced an incentive program for the channel partners some time back. Here, the Indian channel partners were promised some interesting incentives, on cracking a new account or on tapping a new business opportunity. Seeing the response, we took it to other countries. Growing business means expanding our customer base and this created a win-win situation for us and our partners both. This is referred by our team as "Spot Check" program.
