HP launches channel program on data storage drives

In an effort to capture mindshare and upgrade the customer to the next generation HP StorageWorks solution, the company has launched a 45-day Exchange and Gain offer beginning September 1, 2004. According to HP network storage solutions business manager Amit Malhotra, the program will reach out to 2,500 partners and 15,000 customers and is being rolled out through the HP
distis. 

Now, channel partners can get their customers to exchange any of their data storage drives in working or non-working condition and get over Rs 4,500 as backend rebate. To avail the offer the partner needs to buy the new drives from the HP disti at the normal transfer price. Step two is to collect the old drive from the customers and sell the new one in accordance with a pre-defined matrix. 

Integrated with an online log for partners, the effort has been towards making it as channel-friendly as was possible, informed Malhotra. The program is a straight exchange offer where money refund is directly linked to the condition of the old drive of any make and brand with customers getting their refund in seven days flat while the channel partners' account is settled in a week after the 45-day offer ends on October 15. 

"The company has set up eight collection centers across India for the express purpose of the program," informed Malhotra. Located in Mumbai, New Delhi, Chennai, Bangalore, Kolkata, Ahmedabad Hyderabad and Pune, the collection centers will receive the drive along with the distributor's invoice and will issue a receipt.

The reimbursement will also be paid directly by the collection center. 

The overall effort to reach out the partners involves direct mailers, electronic mailers, tele-calling and the actual roll out is through the disti. "The whole infrastructure for the program including the collection center has been set up for the 45-day period," said
Malhotra.

Nandita Singh

New Delhi