The study will engage more than 15 000 HP channel partners in 22 countries, with the aim of tracking the health of HPs partner relationships, providing a feedback mechanism for PartnerOne, and supplying input for partner account development.
 
"HPs Total Partner Experience programme is all about ensuring that HP is delivering what its partners need," says Thierry Boulanger, solutions partner organisation manager, HP SA. "Our partners form an integral part of our business. It is important for us to get feedback from the channel on our programmes and initiatives, to ensure that working with us remains easy, profitable and rewarding for our partners."
 
Of the 2 500 resellers in 22 countries that responded in HPs most recent TPE survey, completed in March 2004:

* 68% said they were ‘satisfied/very satisfied with their relationship with HP;

* 73% said that it was ‘likely/very likely that they would recommend HP to another reseller;

* 78% said it was either ‘likely or ‘very likely that they would chose HP as the primary vendor, if they were entering into the reseller relationship for the first time;

* and a staggering 83% said it was ‘likely/very likely that they would recommend HP as a first choice solution to a customer.
 
"The results of the survey were great news for HP, and clearly showed that we are succeeding in our drive to establish a two-way dialogue with our partners that will ultimately lead to increased business opportunities for us all," says Boulanger. "Even more satisfying is the fact that we scored higher on almost every indicator in our most recent TPE survey than in the previous study carried out in September 2003 and less than five percent of the respondents chose to remain anonymous, which really is a sign of the confidence that our partners have in us."
 
Boulanger points out that the TPE survey is not simply another study for the sake of it: "This survey was the key driver for recent simplifications in HP PartnerONE, and in the design of our integrated account management strategy."
 
HP believes that although TPE is key in achieving the ongoing consultation with partners that has been critical to the successful introduction of HP PartnerONE, the TPE programme also clearly has implications for the end customer.
 
Boulanger explains that over 90% of HPs business is done through its resellers, and, if they are unhappy with HP, then it stands to reason that they will communicate that negative feeling to the end-user.

This is especially true of SMEs, where the partner often takes on the role of a companys in-house ICT department.

The survey can be completed in anonymity, but HP encourages participating partners to identify themselves as this will help the company to directly address their concerns.

"Our partners are our key touch point with the marketplace, and are critical in helping HP deliver on its ‘easy-to-buy, easy-to-use and easy-to-own promise," adds Boulanger. "We cannot reach the customer if we do not first reach our partners."