Tell me about how HP deal registrations work
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Not sure what you mean? The benefit is that HP give them a lower cost price.
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Seems like registering would be bad because it would only flag you as having gotten first contact and then show that you were losing sales to someone else later. You'd not want to report that voluntarily.
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@Carnival-Boy said:
Not sure what you mean? The benefit is that HP give them a lower cost price.
I thought that you just said that your reseller stated that all resellers would get the same price, specifically that the one registering the deal would not get a discount for doing so.
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Yes, they all get the same price. The discounted price.
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@Carnival-Boy said:
Yes, they all get the same price. The discounted price.
Right, so it's not really discounted then, it is just the price. So where is the benefit in being the one registering the deal?
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When every price is discounted, no price is discounted
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OK, call it what you like. I still don't know what you're confused about. There is no benefit to being the first one to register the deal, which makes sense to me.
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@Carnival-Boy said:
OK, call it what you like. I still don't know what you're confused about. There is no benefit to being the first one to register the deal, which makes sense to me.
You said that they all get the same price... so no discount. How can there be a discount from a set price?
So why would any one register if there is no value to registering?
You keep telling me there is no benefit, but then say you think it makes sense that they do things without benefit. Why? There is something missing here.
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Let's say you are an HP reseller. You get no benefit from registering a deal. Someone comes to you for pricing. Your time is valuable. Do you bother to register the deal which costs you time and money, or do you just quote the price? Registering would make you less competitive.
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How do you quote the price if you don't know what your cost price will be?
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Registration known cons:
- Takes time
- Exposes deals to other parties that increases your risk
- Potentially exposes you to HP knowing that you are losing deals
Assumed positive:
- best price
- deal protection
You are saying that the two assumed (and HP told us) benefits don't exist. If so, why would someone take on the negatives if there are no positives?
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@Carnival-Boy said:
How do you quote the price if you don't know what your cost price will be?
You can get pricing for some things without registering. And you can't register something that has already been registered. So your system isn't making sense to me. Registration involves deal protection.
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Shops have prices from other deals and can get pricing from the warehouse. There are ways to get normal pricing without registering. But the good pricing has to come from an HP deal registration.
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OK, call it normal pricing and good pricing. Deal registration gets you good pricing.
Let's say a server is $10k, but HP will offer it for $8k. Why wouldn't you want to get it at $8k? -
@Carnival-Boy said:
OK, call it normal pricing and good pricing. Deal registration gets you good pricing.
Let's say a server is $10k, but HP will offer it for $8k. Why wouldn't you want to get it at $8k?I do, that's why I want to be the one partner able to get it. So I register. But the point is... registration is only open to one partner, once they register no one else can. Everyone else can only get the higher price.
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A key reason that it is important that deal registration include deal protection is that otherwise there is a heavy incentive for the vendors to take customer details from the registration process and send that to a preferred partner and get them to contact them as well. Vendor have been caught doing that and big vendors are very fearful of people thinking that that is happening.
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I'm just telling you what I've been told. If you choose not to believe it, then fine.
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@Carnival-Boy said:
I'm just telling you what I've been told. If you choose not to believe it, then fine.
You've also been told that that is inaccurate by an HP Partner that you chose not to believe. You have two HP Partners with conflicting info. But one has the logic as to why it is the case, the other sounds like they are trying to tell you what you want to hear.
I'm not saying that we can't be mistaken, we've been an HP Partner for well over a decade but we don't act as a reseller so we aren't doing deal registrations. But we have definitely been told that what you were told is totally incorrect. Deal registration involves unique pricing and deal protection.
Also, pricing does not come from HP. HP gives rough pricing, but the real, final pricing comes from the distributor so the partner network including the distributor in question is part of the equation as well. I'm not sure all distributors can get the same prices.
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It's possible that HP's programs have changed recently or that in the UK they work nonsensically. But that kind of system would drive people right over to Dell so I find it very unlikely. As a reseller deal registration needs to involve deal protection or you are going to go with a different vendor as your partner. VAR situations just can't work where you have registration without protection.
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This is in no way definitive, but what your HP Partner is telling you violates the definition of deal registration:
http://searchitchannel.techtarget.com/definition/deal-registration
Deal registration is a feature of some vendors' channel programs in which a channel partner, often a VAR (value-added reseller) or SI (systems integrator), informs the vendor about a lead and is given priority for it. Once a lead is registered with a vendor, the partner usually has a set period of time to close the deal. During this time other channel members, or even the vendor's own sales team, are not allowed to negotiate a similar deal with that lead. Not all vendors offer deal registration, and some vendors offer it only to certain channel partners.
