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Partner Enablement Days
Create a pipeline of £400k+ incremental licence business at up to 35% margin through focused messaging and proactive lead generation.
Key Objectives
- Create high margin opportunities for licence (i.e. 15% - 35%) and services (i.e. up to 90%+).
- Create incremental opportunities with through focused messaging and proactive lead generation.
- Allow mainstream sales people to understand and effectively communicate HP Software solutions.
- Maximise portfolio breadth, increase customer spend and elevate such accounts to tier one “strategic” status within our Partners base.
- Reduce the risk of losing custom to competition.
Achieved By
- Taking HP’s standard go-to-market strategy, then breaking it down in to key areas & delivering a focus set of Value Propositions (VP) that aligned to Partners aims & customer focus, by vertical or by technology.
- Utilising Avnet and HP’s experience & resources to train selected sales personal on the chosen “business value” message and support them in calling and positioning the message within a focused call out day.
- Providing all the necessary information, resource and sales tools to support Partners in their engagement, business case and closing of opportunities created.
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