Hewlett-Packard


A speedy channel sales enablement solution for HP’s Packaged Consultancy Services

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Background

Hewlett-Packard needed a quick and simple solution to get their channel partners up to speed on their new Packaged Consultancy Services solution. HP have extensive expertise in delivering consultancy services to enterprise customers, but recently launched a new go-to-market solution, which meant the services could now be packaged into easy to quote, deliver and consume carepacks.

As channel partners and resellers play a hugely important role in how HP takes these services to its customers, a simple solution was needed to help resellers understand why customers would need and benefit from HP’s Packaged Consultancy Services. This would in turn mean that HP could increase its time to market for helping customers with their IT design, implementation and migration challenges.

 

Solution

To assist HP in upskilling their channel partners in articulating the key messaging around the Packaged Services solution, The Sales Way created a number of battlecards to demonstrate why resellers would benefit from selling HP’s consultancy carepacks. The Sales Way also created a product messaging overview to help the resellers’ sales teams start to have strategic conversations with their customers and confidently position HP’s Packaged Consultancy Services.

 

Outcome

HP now have clear, coherent and effective sales content to share with their resellers, enabling their sales teams to position the consultancy services with their customers sooner, rather than later. This means that HP has a better chance of growing their services sales across the UK through their strategic channel base.