hp training program 2o12

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2012Preferred Partner

HP Preferred Partner Program 2012HP GOLD Specializations

Specializations overview .............................................3 Certification and Learning ............................................4

HP ExpertONE ............................................................................. 4

New: Certification Explorer ............................................................. 4

The Learning Center ........................................................................ 5

Continuous Learning ........................................................................ 5

Certification criteria deadlines ............................................................ 6

HP Personal Computing Specialist ........................................8

HP Workstations Specialist ...................................................9

HP Client Virtualization Specialist .........................................10

HP Retail Solutions Specialist ................................................. 11

HP Computing Systems Specialist ............................................ 12

HP Converged Infrastructure Specialist ...................................... 13

HP Enterprise Storage Specialist ................................................14

HP Networking Specialist ...........................................................15

HP Unified Networking Specialist .................................................16

HP Enterprise Networking Specialist ............................................... 17

HP Network Security Specialist ......................................................18

HP Service Sales and Delivery Authorizations ....................................19

HP Imaging and Printing Solution Specialist .........................................20

HP Imaging and Printing Value Specialist .............................................21

HP Designjet Value Specialist ...............................................................22

HP GOLD Specializations

Table of contents

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Specializations overview


Personal Computing Specialist

Workstation Specialist

Client Virtualization

Specialist Retail Solutions Specialist

Computing Systems

Specialist

Enterprise Networking Specialist

Unified Networking Specialist

Designjet Value

Specialist

Imaging & Printing

Value Specialist

HP Service Sales + Delivery Authorizations

Imaging& Printing SolutionSpecialist

Converged Infrastructure

Specialist

Enterprise Storage

Specialist

Imaging & Printing Group

Serv

ices

Personal Systems Group

System Specializations

Technology Speci

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Enterprise Se

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Sto

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Network Security

Specialist

NetworkingSpecialist

HP GOLD Specialists are offered the highest possible differentiation and competitive benefits package from HP. As an HP GOLD Specialist they choose to specialize in one or more of HP’s core technology areas and gain access to additional benefits, including exclusive use of the HP GOLD logo in combination with the optional Specialization tagline.

Specializations enable HP Partner organizations to develop and showcase their skills and simplify customers’ search for expertise in key technology areas. HP Specialists get access to the following benefits:

•HP Preferred Partner Program benefits including End User Special Negotiated Discounts

•Access to performance-based Pay for Results compensation (excluding HP Networking Specialization)

•Preferential listing in HP’s Global Partner Locator for higher customer visibility

•HP GOLD Preferred Partner logo

•Increased account management support

•Additional content access on HP Smart Portal

•Co-marketing opportunities for Specialists

Each quarter, Partners have the opportunity to become GOLD Specialists if they meet the required criteria. Quarterly checks are conducted throughout the year, to ensure criteria completion is maintained so that Partners can continue to receive the benefits of the program.

Summary of Specializations available from HP:

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HP ExpertONEHP ExpertONE is HP’s next-generation Global Certified Professional program, designed to lead the industry in certification, content, quality, and relevance for Channel Partners and HP employees. HP ExpertONE provides the portfolio of certifications for our Specialist and Preferred Partners and provides individuals with the education, tools and skills needed to succeed in today’s highly competitive landscape. The program provides Solution and Product training in an innovative learning environment.

To find out more, visit the HP ExpertONE website: www.hp.com/go/expertone

Why go beyond the minimum and maximize your return on investment?HP sets minimum certification or training requirements as the baseline for each Specialization. In order to maximize the significant revenue and margin potential, HP strongly encourages and supports Partners to have the right mix and number of certifications for each Specialization, aligned to their HP business plan.

Each Specialization has its own set of requirements. Details of certification requirements can be found on the HP Smart Portal.

New: Certification ExplorerThere is now a simple way to find the certification that is relevant to your job and career through the Certification Explorer.

Visit www.certificationexplorer.com to explore all the certifications we have on offer. Additional features of the newly launched Certification Explorer are:

•Find a complete view of any HP certification—including the prerequisites, requirements and recommended training—all on one printable page

•Schedule or launch training from the Learning Center (Smart Portal login and password required)

•Review exam preparation materials

•Register for certification exams via the quick link to Prometric

Certification and Learning

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The Learning CenterAll training and certification information is located in HP’s Learning Center via the HP Smart Portal. The Learning Center provides:

•One place for training curriculum, certification or service qualifications

•One place to register for instructor-led classes and access recorded webinar training or presentation on-demand (POD)

•On-demand, real-time transcripts of learning history

Partner employees can manage the training and certification activities of other employees by applying for HP Education Manager status in the Learning Center.

Need instructor-led training?To find the nearest training center for your training and certification needs, go to the Authorized Training Center look-up site: www.hp.com/certification/authorized_training_centers.html

Do you need support?•If you experience access problems when trying to log

on to the Smart Portal or the Learning Center, please log a support ticket via the “Contact HP” button in the top left corner of the HP Smart Portal

•If you need support on certification-related topics, such as how to obtain a certain certification, how to take web-based training, how to register for an exam etc, please contact our certification support at [email protected]

Continuous LearningCertified Professionals require ongoing learning to have the latest information on HP’s products and solutions. The HP Learning Center provides access to new product introduction training webinars and local training activities that keep you updated. HP’s Continuous Learning program for Certified Professionals help Preferred Partners and Specialists easily and quickly refresh and update their knowledge. This flexible method of knowledge building is an optimal way for all Partner employees to acquire the latest skills to sell and deploy HP’s latest products and solutions.

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Certification and Learning Continued

Certification criteria deadlinesAll criteria, including certifications, need to be achieved before Partner Program entry. The entry deadline for the FY12 Program is 31 August 2011. Thereafter, Preferred Partners are intaken on a weekly basis and GOLD Specialists are intaken quarterly.

Quarterly checks take place to ensure certification criteria remain complete for FY12 Partners and Specialist compensation eligibility is further secured. The quarterly intake and certification checks are carried out at the following intervals:

•For Q2 (1 Feb. 2012 to 30 Apr. 2012) the checkpoint is 30 Nov. 2012

•For Q3 (1 May 2012 to 31 July 2012) the checkpoint is 29 Feb. 2012

•For Q4 (1 Aug. 2012 to 31 Oct. 2012) the checkpoint is 31 May 2012

ESSN certification criteria: For some of the new certification criteria or criteria that require upgrading, Partners are given time until the Q3 entry check (29 Feb. 2012 deadline) to complete their certification. This gives Partners sufficient time to plan the necessary migration upgrades or training activities.

ESSN, PSG, HPS and IPG Designjet have the same intakes and grace period. The rest of IPG have two half-yearly intakes and compensation eligibility throughout the year.

HP ExpertONE Professionals drive higher value and higher margin sales and services, through more sophisticated opportunities.

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•Quarterly checkpoints carried out for new intake and compensation eligibility for existing Specialists

FY12 Specialist Intake/Compensation Timelines31 Aug. 2011 entry deadline

•Grace period for Q4 compensation

•All Specialists eligible for Q1 compensation

•Q2 intake criteria deadline (new Partners)

•Q2 compensation eligibility check (existing Partners)







Q41 Aug.—31 Oct.

Q11 Nov.—31 Jan.

Q31 May—31 July

Q21 Feb.—30 April

Q1 checkpoint 31 Aug.

Q2 checkpoint 30 Nov.

Q4 checkpoint 31 May

Q3 checkpoint 29 Feb.

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HP Personal Computing Specialist


GOLD

Personal ComputingSpecialist

What makes an HP Personal Computing Specialist so special?HP Personal Computing Specialists sell and deliver the most compelling and high-performing solutions, based on the HP desktops, notebooks, accessories and services that best fit their customers’ requirements.

Benefits •Preferred Partner Program benefits including End

User Special Negotiated Discounts (where active)

•Personal Computing Specialist Pay for Results (PfR) compensation

•Access to HP’s Partner for Growth program, which helps generate and secure new business

•Exclusive use of GOLD logo with Personal Computing tagline


•HP Specialist Account Manager

Requirements•Partner Agreement and any related Compliance

Initiatives

•Personal Computing Specialization country revenue threshold (rolling 12-month net $ sell-out). Check with your HP Account Manager

•Complete PSG mandatory training curriculum

•Minimum 1 named person focused on HP PSG sales, carrying a relevant PSG training curriculum

For full details on certification and training criteria, visit the HP Partner Program link on the HP Smart Portal: www.hp.com/partners/EMEA/Preferredpartner and view the “Specialization Certification Requirements Brochure.”

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GOLD

WorkstationsSpecialist

What makes an HP Workstations Specialist so special? Outstanding, top-of-the-line power, performance, speed, graphics, scalability and reliability are all critically important for workstation users, and downtime is unacceptable. Being an HP Workstation Specialist empowers you to recommend the right hardware for your customers’ unique industries, needs and environments. With this Specialization you can provide a complete solution, as well as being a one-stop shop for customers’ workstation needs, from purchasing to implementation, from future planning to on-going support.


User Special Negotiated Discounts

•Workstations Specialist Pay for Results (PfR) compensation

•Preferred access to Demo Unit and Early Evaluation programs

•Privileged access to presales support

•Invitation to customized workstation events and webinars


•Exclusive use of GOLD logo with Workstations tagline

•Access to HP’s Partner for Growth program when available, which helps generate and secure new business

•Access to specific promotional activities


Requirements •Partner Agreement and any related Compliance

Initiatives

•Workstations Specialization country revenue threshold (rolling 12-month net $ sell-out). Check with your HP Account Manager

•Complete Workstations mandatory training curriculum


HP Workstations Specialist

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What makes an HP Client Virtualization Specialist so special? No other IT vendor can match HP’s end-to-end Virtualization product portfolio. Being an HP Client Virtualization Specialist will enable you to design, implement and support end-to-end virtualization solutions that achieve your customers’ business objectives. Whether customers are looking to maximize IT resources, save energy, increase security or tap into any of the other benefits of virtualization, you can develop comprehensive solutions that take the entire business environment into account, thanks to your in-depth HP training and knowledge.

Client virtualizationMore companies are seeking solutions to save space and energy, reduce maintenance costs, optimize their hardware and enable terminal sharing in order to cope with their employees’ mobility, while guaranteeing data security. This specialization addresses Partners with expertise in advising and selling remote computing solutions, as well as those who are seeking a long-term relationship with an IT leader to develop their business.

Benefits •Additional Pay for Results (PfR) compensation on

all thin client sales (no target)

•Access to uncapped marketing funds for approved activities

•Access to demo units

•Access to early evaluation units for identified end customers

•Access to specific training materials, customers or Partner events, webinars, and dedicated newsletter

•Access to dedicated promotional activities

•Priority access to presales support



•Exclusive use of GOLD logo with Client Virtualization tagline

•Access to tailored co-marketing activities



Initiatives

•Complete Client Virtualization Specialist Certification Criteria


HP Client Virtualization Specialist


GOLD

Client VirtualizationSpecialist

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GOLD

Retail SolutionsSpecialist

What makes an HP Retail Solutions Specialist so special? HP Retail Solutions Specialists get access to HP’s full portfolio of retail hardware, accessories and services, and receive exceptional sales conditions and support. They can then focus on their integration expertise to offer their customers the best retail solutions.

Retail solutionsRetail clients are challenged with creating new sales opportunities as well as keeping track of merchandising and sales trends in a simple way while checking out end customers faster, with fewer employees. They need a reliable business-critical solution that can meet the heavy demands of a busy retail or restaurant environment. This Specialization addresses Partners with an expertise in integrating and selling solutions in various retail segments, and who are seeking a long-term partnership with an IT leader to develop their business.

Benefits •Additional Pay for Results (PfR) compensation on

POS sales (no target)

•Access to uncapped marketing funds for approved activities

•Access to demo units

•Access to early evaluation units for identified end customers

•Access to specific training materials, customers or Partner events, webinars and dedicated newsletter

•Access to dedicated promotional activities

•Priority access to presales support


•Exclusive use of GOLD logo with Retail Solutions tagline

•Access to tailored co-marketing activities



Initiatives

•Minimum sales volume on HP Point of Sales (yearly net sell-out)

•HP Retail Solutions Sales Certification

•Proven integration capabilities


HP Retail Solutions Specialist

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GOLD

Computing SystemsSpecialist

What makes an HP Computing Systems Specialist so special? You’re an expert for hire. HP Computing Systems Specialists are called in when enterprises want HP ProLiant servers and storage technology expertise. Features, functionality, compatibility, licensing—HP Computing Systems Specialists know it all. Quickly build a profitable business with HP by using your profound knowledge to provide strategies and solutions that meet the specific needs of enterprises.

Benefits •Pay for Results (PfR) compensation and End User

Special Negotiated Discounts

•Prioritized presales technical support with access to the HP Office Based Technical Presales Support (technical Q&A, information research, infrastructure solution consulting, configuration assistance and validation)


•Exclusive use of GOLD logo with Computing Systems tagline



•An extensive list of benefits can be found on HP Smart Portal’s Partner Program page.


Initiatives

•Computing Systems Specialization country revenue threshold (rolling 12-month net $ sell-out). Check with your HP Account Manager

•Complete HP Computing Systems Specialist Certification Criteria


HP Computing Systems Specialist

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HP Converged Infrastructure Specialist


GOLD

Converged InfrastructureSpecialist

What makes an HP Converged Infrastructure Specialist so special? As a Converged Infrastructure Specialist, you gain a comprehensive understanding of complex server, storage, networking, virtualization and application solutions. Converged Infrastructure Specialists offer the broadest portfolio of end-to-end skills, solutions and services that manage and transform the enterprise IT environment so it can meet today’s business-critical challenges and easily accommodate tomorrow’s changes. You gain a competitive edge to enterprises with optimal solutions, with highest compensation levels and investment security.



•Converged Infrastructure Specialist Pay for Results (PfR) compensation

•Prioritized presales technical support with access to the HP Office Based Technical Presales Support


•Product line access: LN:P9500 and LK:X9000


•Exclusive use of GOLD logo with Converged Infrastructure tagline




Initiatives

•Converged Infrastructure Specialization country revenue threshold (rolling 12-month net $ sell-out). Check with your HP Account Manager

•Complete HP Converged Infrastructure Specialist Certification Criteria


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HP Enterprise Storage Specialist


GOLD

EnterpriseStorage Specialist

What makes an HP Enterprise Storage Specialist so special? As an HP Enterprise Storage Specialist, you deliver sophisticated storage solutions which solve customer business needs such as information lifecycle management, IT consolidation and business continuity and availability. Collaborate with enterprises to craft a storage strategy that manages, protects and optimizes data, enabling the business to grow and adapt to change. Plus, a unique level of support from HP allows you to increase your competitive edge and service levels.



•Enterprise Storage Specialist Pay for Results (PfR) compensation

•Prioritized presales technical support with access to the HP Office Based Technical Presales Support (technical Q&A, information research, infrastructure solution consulting, configuration assistance and validation)


•Deal Exception Process for presales support: Partners can take advantage of a fast track into the HP Enterprise Storage central team, to provide timely support for critical sales opportunities that require storage-based technology not currently available

•Product line access: LN:P9500 and LK:X9000

•Exclusive use of GOLD logo with Enterprise Storage tagline




Initiatives

•Specialization country revenue threshold (rolling 12-month net $ sell-out) measured on cross-BU revenue. Check with your HP Account Manager

•Complete Enterprise Storage Specialist Certification Criteria


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HP Networking Specialist


GOLD

NetworkingSpecialist

What makes an HP Networking Specialist so special?Grow your business faster than the market by becoming an HP Networking Specialist. Networking Specialists are Partners focused on the small and medium-sized business (SMB) market and offer customers a choice of secure, affordable and scalable network solutions, using the tools and skills that come with this new specialization.



•HP Networking Specialist Account Management

•Technical Support

•Eligibility for Partner for Growth

•Sales and Marketing Tools

•Exclusive use of GOLD logo with Networking tagline

•Opportunity to nominate candidates for the SMB Reference Case Program

•Lead Generation (varies by country), including preferential listing in HP’s Global Partner Locator for higher customer visibility


Initiatives

•Networking Specialization country revenue threshold (rolling 12-month net $ sell-out). Check with your HP Account Manager

•Any one current HP Networking Certification (i.e. ASP or AIS)

•HP is entitled to ask for signed HP Networking business plan, funnel reporting and sell-to data

•Completion of online company profile questionnaire


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HP Unified Networking Specialist


GOLD

Unified NetworkingSpecialist

What makes an HP Unified Networking Specialist so special?An HP Unified Networking Specialist has the HP-certified technical capabilities to provide comprehensive design, deployment and management services that span most of the networking lifecycle. You have the expertise to sell, deliver, manage and support complex unified wired and wireless networking infrastructure solutions for medium and large accounts.







•Exclusive use of GOLD logo with Unified Networking tagline

•Enterprise Networking Specialist Pay for Results (PfR) compensation

•Access to the HPN POC/Solution Center



Initiatives



•Complete HP Unified Networking Specialist Certification Criteria


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GOLD

Enterprise NetworkingSpecialist

What makes an HP Enterprise Networking Specialist so special? As an HP Enterprise Networking Specialist, you have the HP certified technical capabilities to provide comprehensive design, deployment and management services that span the entire networking lifecycle. HP Enterprise Networking Specialists provide the highest expertise to sell and deliver highly complex end-to-end networking and data center solutions as well as strategies for large and enterprise accounts and core-providers. Enterprise Networking Specialists are also Authorized Sales Partners for the restricted HP Networking High-end Data Center and Core Switch and Router portfolio, enabling you to offer more.






•Exclusive access to the Modular Core Enterprise Portfolio (Product Line I6)


•Exclusive use of GOLD logo with Enterprise Networking tagline

•Enterprise Networking Specialist Pay for Results (PfR) compensation




Initiatives



•Complete HP Enterprise Networking Specialist Certification Criteria


HP Enterprise Networking Specialist

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GOLD

Network SecuritySpecialist

What makes an HP Network Security Specialist so special? As an HP Network Security Specialist, you provide the highest level of expertise to sell and deliver complex networking security solutions to corporate networks for mid-sized, commercial and enterprise accounts. Network Security Specialist Partners are the only Authorized Sales Partners for the HP Network Security hardware and service portfolio. Expand market potential and increase business opportunities by taking advantage of this combination of exclusivity and in-depth knowledge.

Specialization under developmentThe Network Security Specialization is still under development and will be a result of the integration of the 3Com and Tipping Point Security portfolios into the new HP Networking portfolio. Further details will be announced during H2 FY11. Please contact your HP Networking Partner Sales Specialist Tipping Point Account Manager for additional information.







•Exclusive use of GOLD logo with Network Security tagline

•Enterprise Network Specialist Pay for Results (PfR) compensation




Initiatives



•Complete HP Network Security Specialist Certification Criteria


HP Network Security Specialist

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HP Service Sales ProgramPartners authorized in this HP Service Sales Program have the expertise to offer complete IT solutions to their customers which span the IT solutions lifecycle. These Partners will support their customers in achieving ambitious goals by having a deep understanding of their needs and the ability to provide comprehensive solutions—all of which are backed by HP. Partners enjoy full recognition for their Sales qualifications and associated expertise.

HP Service Delivery ProgramsPartners authorized in the HP Service Delivery Programs are skilled and have authorization for the Sale and Delivery of a broad range of volume-based break/fix support services. This program is designed for Partners who demonstrate solid HP hardware and services performance and have the opportunity to expand and grow further with HP through strong geographical and product line coverage. Partners benefit from a full recognition of their Sales and Delivery qualifications and their invested expertise.

On top of this, qualified Partners can join service authorizations for Sales and Delivery of advanced IT lifecycle solutions. This program is especially designed for Partners who offer proven expertise across the IT solution lifecycle—from the basic break/fix services up to value-based IT consulting projects. Partners in this program collaborate and co-exist with HP, so that customers can enjoy a complete suite of IT service solutions through seamless combinations of HP and Partners’ own expertise. Participating Partners benefit from a complete range of exclusive HP service sales and delivery benefits.

Stay tuned for further details from the HP Services team in June 2011.

HP Service Sales and Delivery Authorizations

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GOLD

Imaging and PrintingSolution Specialist

What makes an HP Imaging and Printing Solution Specialist so special?The HP Imaging and Printing Solution Specialist predominantly sells pay-per-use concepts in a contractual relationship to customers from channel-led enterprise through mid-market to SMB segments. He is qualified for solutions sales including software solutions that cover the document eco-system. The Partner offers printer fleet management solutions, supporting customers to improve their output and document workflow management, reduce costs, and increase their printer fleet return on investment. Imaging and Printing Solution Specialists offer their own print management/service contracts by integrating HP’s Channel-led pay-per use contract into their portfolio.



•Participation in the Office Printing Solutions program including access to HP’s portfolio of value contractual solutions and simple contractual solutions, such as HP QuickPage and Pay for Print

•Imaging and Printing Solution Specialist Pay for Results (PfR) compensation and the business plan, including contractual sales compensation

•Exclusive use of GOLD logo with Imaging and Printing Solution tagline


•Access to the channel CRM-based Targeted Marketing Program to address selected customer segments with tailored offers


Initiatives

•Imaging and Printing Solution Specialization country revenue threshold, either IPG hardware or supplies (rolling 12-month net $ sell-out). Check with your HP Account Manager

•Value of business with HP by value assessment and score to qualify for specific value segment

•Complete HP Imaging and Printing Solution Specialist Certification Criteria


HP Imaging and Printing Solution Specialist

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GOLD

Imaging and PrintingValue Specialist

What makes an HP Imaging and Printing Value Specialist so special?HP Imaging and Printing Value Specialists are qualified for HP’s Simple Page contract portfolio sales, including QuickPage and Pay for Print contracts to mid-market and SMB customers. They provide their customers with basic pay-per-use services to help them manage their printing costs.



•Imaging and Printing Value Specialist Pay for Results (PfR) compensation

•Access to the channel CRM-based Targeted Marketing Program to address selected customer segments with tailored offers

•Access to HP’s simple page contractual portfolio, including HP QuickPage

•Exclusive use of GOLD logo with Imaging and Printing Value tagline

•HP Pay for Print, including contractual sales compensation




Initiatives

•Imaging and Printing Value Specialization country revenue threshold, either IPG hardware or supplies (rolling 12-month net $ sell-out). Check with your HP Account Manager

•Value of business with HP by value assessment and score to qualify for specific value segment

•Complete HP Imaging and Printing Value Specialist Certification Criteria


HP Imaging and Printing Value Specialist

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GOLD

Designjet ValueSpecialist

What makes an HP Designjet Value Specialist so special?Specifications, workflows, software, applications—HP Designjet Value Specialists have the expertise in everything to do with large-format printing. They will be able to help you and recommend the solution that best fits into your working environment. Whether they are advising architects, engineers, copy shops, repro houses, photo professionals or graphic designers, they are able to help customers find the most appropriate solutions from the HP portfolio to meet their needs. HP Designjet Value Specialists are true large-format printing specialists.



•Designjet Value Specialist Pay for Results (PfR) compensation

•Benefit from the demand-generation activities driven by HP being the preferential contact for leads

•Exclusive use of GOLD logo with Designjet Value tagline

•Co-marketing opportunities




Initiatives

•Designjet Value Specialization country revenue threshold (rolling 12-month net $ sell-out) measured on Designjet products. Check with your HP Account Manager

•Large Format Printing Sales or Technical Certification

•Demo room with at least two large-format products

•Business and marketing plan agreed with HP Account Manager


HP Designjet Value Specialist

© Copyright 2011 Hewlett-Packard Development Company, L.P. The information contained herein is subject to change without notice. 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.

4AA1-9782EEE, Rev.1, May 2011


hp training program 2o12

Documents

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early evaluation

uncapped marketing

hp smart portal

computing

converged

hp account

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