Following reseller feedback, HP has launched a new program to help its partners increase enterprise sales.
The Fit Program will see the vendor supply partners with information on developing solutions for specific issues troubling high-level IT managers.
Partner sales director, Martin Dare, said the program would help partners deal with complex sales including security, mobility and governance.
"We have talked to a sample of Australian CIOs and identified five top areas they see as important," he said. "Then we provide guidance on creating a solution using HP technology."
Rather than a standalone product, Fit was designed to be used in conjunction with ongoing HP programs around certification and training, Dare said.
"It is role-play and case studies rolled into one," he said. "But coupled with certification and our Partner Solutions team, it means resellers have fertile ground to phone a couple of customers and have a discussion."
While Dare conceded the program was likely to benefit its tier-one partners most, he said mid-tier partners would also win.
"At the top-end they are similar to cheat notes but in the mid-market they will help partners to skill up and get into new markets," he said.
"It is important to remember that smaller partners with a speciality in something like security still have high-level conversations."
Dare said incremental programs like Fit were needed because of the growing savvy of many organisations.
"These businesses are concerned about ROI and consolidation so there are opportunities for additional server and storage sales," he said. "There will also be new revenue streams from areas like storage management applications."
So far, eight partners including Commander had signed up for the program, Dare said.