HPE Unveils Changes to Channel Partner Compensation in EMEA

Channel News

New HPE compensation programme goes live on May 1

Hewlett Packard Enterprise (HPE) changed its compensation system with a new programme based on rebates calculated at net price.

The programme is part of the vendor’s EMEA Partner Ready programme

“Partners are looking to earn more, protect their investments and increase their value to their customers,” said Carlo Giorgi, vice president channel, Service Providers & SMB, Enterprise Group, HPE EMEA. “Our Partner Ready programme increases our partners’ profitability and makes it easy to do business with us. The new compensation programme combined with the latest training into our key innovations and partnerships underlines our leadership position in the IT channel.”


The HPE Partner Ready programme financial benefits include special pricing, deal protection, Market Development Funds (MDF), service delivery rewards, Pointnext services and back-end rebate scheme. HPE partner compensation is based on membership levels, allowing earnings to increase as partner business and HPE investments grow.

The new HPE Partner Ready compensation programme goes live on May 1 in Italy, France, Germany, UK, Ireland, Denmark, Finland, Norway, Sweden, Belgium, Luxemburg, Netherlands, Austria, Switzerland, Spain and Portugal.

In January HPE announced it was extending its Enterprise Group Deal Registration and Price Protection programme to include more partners in the region.

Last week Computer Sciences Corporation (CSC) announced its shareholders have approved its merger with HPE’s Enterprise Services business, which is scheduled to complete in early April. HPE EMEA managing director Andy Isherwood says the vendor’s decision to spin-off its services and software business has been welcomed by channel partners, as HPE will no longer compete with them directly on services: “People get it and our role is even clearer,” he told ChannelBiz UK.

HPE EMEA managing director, Andy Isherwood
HPE EMEA managing director, Andy Isherwood

HPE claims more than 70 percent of its business goes through the channel, with around 50,000 partners in 123 countries in EMEA by opening the programmes to its installed base business, including Deal Protection for Public Sector deals.

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