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HP Increases Revenue Opportunities for Channel Partners in Networking

Expanded partner program, education resources and promotions improve market competitiveness and profitability

PALO ALTO, Calif.- HP today announced additions to the HP PartnerONE and HP ExpertONE programs that enable networking channel partners to increase market competitiveness and revenue opportunities while driving sustainable business growth.

The HP PartnerONE program now enables networking partners to as much as double the margin potential compared to competitors’ programs through program discounts, growth accelerators and rebates.(1) HP meets the needs of partners of all sizes in the United States, Canada and Latin America through two certification levels for networking:

— The new Professional Networking Specialist enables smaller partners to grow their networking margins with minimal certification and sales requirements.

— The rebranded Advanced Networking Specialist (formerly Networking Elite) offers greater margin opportunities for partners who have made a significant commitment to certification and sales of HP networking.

HP PartnerONE and HP ExpertONE programs enable channel partners to use the HP FlexNetwork architecture to strengthen consultative, long-term customer relationships and create new revenue opportunities. Offering open and scalable networking solutions empowers partners to easily address customer requirements while no longer locking them in to vendors and technology.

“Vendor relationships that center on a strong understanding of our business, market pressures and sales requirements are critical to our success,” said Fred Traversi, president and chief executive officer of AdvizeX Technologies, an HP Specialist Partner based in Independence, Ohio. “Through working with HP, we’ve been able to grow a robust networking practice that delivers strong, double-digit margins and nearly unlimited business growth potential. We have not seen a market opportunity this attractive in more than a decade.”

Increasing IT knowledge through HP ExpertONE Program
The HP ExpertONE program offers partners the training and education needed to transform their customers’ proprietary environments into open, agile networks based on an HP Converged Infrastructure.

Concurrently, professionals gain the skills needed to architect, implement and manage technology across the enterprise in preparation for the next level in their careers. The HP ExpertONE “Fast Track” program accounts for existing certifications – even those gained through a competitor – to speed the HP networking certification process.

An IDC Marketscape leader(2) for IT education, the global HP ExpertONE program also now provides partners with:

— A competitive edge via hands-on technical and certification training delivered through newly announced HP ExpertONE Learning Solution Partners who offer courses globally. Partners provide a wide array of offerings, including customized courses, access to remote labs and web-based learning applications. Initial courses will focus on HP Networking, and the program is scheduled to include the full HP Converged Infrastructure portfolio next year.

— Access to easy-reference training materials and study guides through HP Press, in the form of traditional books, e-books and mobile applications. The first five technical certification exam study guides, rolling out through mid-January, will focus on networking certifications. Cloud, converged infrastructure, server and storage guides will follow.

— Certifications through the HP Institute, a global academic program to be available in several thousands of institutions by 2014. Students can earn architect-level HP certifications through integrated hands-on experience with remote labs in a classroom environment. The curriculum starts with HP Networking and is planned to include the full HP Converged Infrastructure portfolio.

Improving the economics for networking channel partners
HP Networking has expanded the Catalyst for Change trade-in promotion through 2012, offering savings of up to 20 percent off the list price on HP switches, routers and wireless devices. Eligible orders can now be accompanied with a trade-in of comparable networking products from any vendor, and can include a refresh of HP technology with no minimum deal size requirements.

The recently announced Financial Service for Channel Partners program offers a variety of payment assistance options to HP Networking partners. Provided by HP Financial Services, the company’s leasing and life cycle asset management services subsidiary, the program enables qualified partners in the United States to lease HP Networking hardware for a low payment of 1.5 percent of the list price each month for 18 months. Lease terms also can be extended or equipment purchased in full or returned.

“HP offers the best partner opportunities on the planet across the entire IT converged infrastructure portfolio and including education, training and partner incentives,” said John Convery, executive vice president of Marketing at Denali, an HP Specialist Partner based in Redmond, Wash. “Denali’s mission is to delight our customers by delivering improved performance and driving costs out. HP enables partners like us to deliver exceptional customer value and results through differentiated products, solutions and services.”

More information about HP PartnerONE for networking and HP ExpertONE is available at www.hp.com/networking/partnerone and www.hp.com/go/expertone.

About HP
HP creates new possibilities for technology to have a meaningful impact on people, businesses, governments and society. The world’s largest technology company, HP brings together a portfolio that spans printing, personal computing, software, services and IT infrastructure to solve customer problems. More information about HP (NYSE: HPQ) is available at http://www.hp.com.

(1) Based on HP research and analysis.
(2) “Worldwide Network Certification Vendor Analysis, October 2011,” IDC Marketscape.

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