PrintIT Reseller - issue 69

FINANCE PRINT IT RESELLER.UK 39 continued... HP Inc. is expanding its financing and leasing options for channel partners and customers. HP Integrated Financial Solutions will help accelerate and enhance the financing experience for customers and enable channel partners to grow their services-based businesses HP launches new multi-vendor financing model payment options, increase the level of engagement with their customers, and really continue the ability to bundle products and maximise opportunities in the channel,” she explained. Baker confirmed that HP also plans to extend its multi-vendor model with additional local or regional partners in 2020. “This will ensure that we do have the appropriate country coverage in particular in emerging markets, to make sure we're satisfying partners and our end-user customers as well.” Transactional to contractual Speaking about the overall benefits and the value proposition of this move, Baker said: “Everything we do when it comes to a payment solution or leasing and financing, really supports the transition from transactional to contractual for HP and for channel partners as well. It creates stickiness for that end-user customer with the channel, and it’s a minimum of 24-months out to potentially a 72- or an 84-month contractual relationship with the end-user customer.” She added: “Statistically, when a payment solution is included in a solution, the transaction size is higher, discount rates are lower, and therefore, overall margin is higher for our channel partners. It also gives us the ability to mine the install base, and to potentially interrupt a transaction, early, or at end of lease, and really ensure that next transaction or the next contractual engagement is more assured with the end-user customer, plus it provides the partner with upfront payment in full for the products that are being included in the solution.” Another value add, according to Baker is the ability to provide a frictionless experience with the end-user customer through the ability of enhanced digital capabilities – whether that’s a partner portal, a customer portal, the ability for a complete digital solution, including instant credit decision, instant quoting, electronic signature, electronic invoicing etc. Consume as a service Paul Sheeran, VP and Managing Director EMEA, Worldwide Channel Leader, HPE Financial Services, said that with the trend to consume everything as a service, bringing innovative financial solutions to HP customers is very important. “But there’s a lot more to our value proposition, yes it’s about giving customers and partners financial programmes, but more and more it’s actually helping them with the management of their IT assets. All of the customers I talk to want to transform and to embrace digital, but often they’re As the industry increasingly moves to XaaS (Everything-as-a-Service) models, leasing and financing underpins HP’s approach to contractual selling – helping the company accelerate and augment services and solutions. In a press briefing, Deborah Baker, Head of Worldwide Leasing and Financing at HP Inc. said that the launch of the multi-vendor financing model is the next step in the company’s strategy to expand its payment solutions, including leasing and financing options for channel partners and end- user customers. To support that, the company has extended its partnership agreement with HPE Financial Services (HPEFS) and entered into a new strategic programme with global finance company DLL Group. “As HP becomes more aggressive in its shift to a services-led model, financing is a capability we are prioritising and integrating into more of our solutions. These two relationships are going to continue to help accelerate and enhance the financing experience for the channel. And as we move to this model, that will help our channel partners secure recurring revenue, offer competitive Statistically, when a payment solution is included in a solution, the transaction size is higher, discount rates are lower, and therefore, overall margin is higher for our channel partners Deborah Baker