A SPEEDY CHANNEL SALES ENABLEMENT SOLUTION FOR HEWLETT-PACKARD'S CONSULTANCY SERVICES DIVISION

HPE has 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 service carepacks.

Getting partners up to speed
on a new packaged service solution

Hewlett-Packard needed a quick and simple solution to get their channel partners up to speed on their new Packaged Consultancy Services solution.

Deliver simpler messaging for a complex solution

Simple messaging

Positioning complex services in a simple way so that all resellers could articulate the solutions with minimal training.

From product documentation to 1 page

One page battlecard

We took lots of product documentation and distilled it into 1 A4 battlecard to get over the key points with minimal noise.

Icons and imagery to convey messages

Visual - not wordy

We focused on creating a visually attractive battlecard that partners would want to engage with – and that wasn’t too wordy!

Our solution

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

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

Results

HPE 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 HPE has a better chance of growing their services sales across the UK through their strategic channel base.

Find out more

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