CIO Influence Interview with Mary Beth Walker, VP and Head of Global Channel Strategy at HP

“Alongside creating the AI PC category, we’re rolling out a company-wide AI strategy focused on new digital services and internal productivity.”

Hi Mary Beth, welcome to the CIO Influence Interview Series. Could you please outline your key responsibilities as a VP and Head of Global Channel Strategy at HP? Tell us about your background at HP.

I lead HP’s Channel Strategy and Enablement organization, where my primary responsibility is to design and enable our company and partners to execute HP’s go-to-market strategy effectively. Currently, I am leading a major initiative to evolve HP’s partner ecosystem to accommodate market dynamics and continue to propel the company forward as a recognized leader of channel programs and strategies within the industry. I am passionate about sustainability efforts and am responsible for championing our industry-first sustainability program for partners, HP Amplify Impact. 

Since joining HP in 2011, I have held a variety of leadership roles, including management of the HP global accounts program, running the worldwide GTM strategy team, and managing several M&A projects involving partners.

What did HP share with Amplify partners at the HP Amplify Partner Conference this year?  

At HP, over 85% of our business was conducted through the channel last year, highlighting our unwavering commitment to partners. At the HP Amplify Partner Conference, we highlighted progress in Future Ready Strategy, Operations, and Channel. We are continuing to make it easier to do business with HP, including pricing turnaround time and improved demand generation process and payment times. At the conference, we displayed our latest innovations in Hybrid, Security, and AI Solutions, alongside announcing enhancements to the Amplify channel program:

The Smart Buy and Smart Buy Plus promotional framework rolled out in November to better serve the SMB market, with a focus on always available products at the right price. Available in 124 countries today, we will expand this program throughout the year.

To better serve our customers’ changing needs, we will work with partners who have the capabilities and readiness to invest in strategic focus areas. We are offering partners four Growth Plays: Digital Services, Video Collaboration, Active Care Services, and AI Data Science. We will continue to add more growth plays in the future.  

As of May 1, we are expanding Amplify Impact to distribution partners and nearly 50 countries. 

Finally, we are partnering with NVDIA to offer the industry’s first role-based AI training and certification program for partners to help them tap into the growing data science market with our AI-powered products. 

What makes HP’s Amplify partner program stand out in the industry? 

HP Amplify is a global channel partner program, optimized to drive dynamic partner growth and deliver consistent end-customer experiences. It was the first partner program in the industry to go beyond performance rewards. Designed to enable progressive go-to-market strategies, HP Amplify provides the insights, capabilities, and collaboration tools needed to drive growth and thrive in today’s competitive market. With an integrated structure, it simplifies benefit access for partners and deepens customer engagement. We are continuously evolving HP Amplify based on HP’s portfolio, market dynamics, and partner feedback.

Every company is saying they need to get on the “AI train” – how is HP helping the channel community become AI-ready? 

We see AI PCs as our greatest opportunity, aiming to redefine the PC’s capabilities and potentially doubling the growth rate in the next three years. Our pipeline of innovation for 2024 will be transformational, like the internet age, and will impact all aspects of HP, including new digital services and internal productivity enhancement. 

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Alongside creating the AI PC category, we’re rolling out a company-wide AI strategy focused on new digital services and internal productivity. This enhances customer service and streamlines partner interactions. Specifically, for channel sales teams, we’re launching HP’s Future Ready AI MasterClass training to equip partners with knowledge for guiding customers on AI solutions effectively. Efforts are also underway to create a virtual sales representative assistant for channel partners in the near future.

How is HP using AI already?

AI is not new to us. We use AI in many areas including pricing, demand generation and our Amplify Data Insights program has helped partners achieve higher conversion rates and faster revenue growth. For example, partners taking advantage of HP’s AI-powered Data Insights saw 2X higher conversion rates and increased revenue 2X faster than the rest of the Channel community. Additionally, our AI-powered CPQ platform increased channel deal volumes by 20% globally with a 2-hour response time for 70% of deals across 108 countries with further expansion planned.

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We are developing new business solutions using AI, including the creation of customized marketing content, advanced parts recommendation models, and remote PC diagnostics and support.  

Customized marketing

We are using AI to create local, specialized marketing content for partners. This means soon you will be able to prompt our programs to create custom ads for your target audience within minutes. 

Parts recommendation

Our parts recommendation model has already improved efficiency and forecasting. We are now expanding this from our print business to the PC side. 

Remote PC support

AI is helping us improve HP Active Care, our remote PC support program. By leveraging AI-enabled diagnostics, you will soon be able to quickly identify the right diagnosis, procure the right parts, and support your business. 

What HP innovation are you most excited about and how is it driving better business outcomes? 

HP is innovating like never before. There is a lot of excitement as we work to redefine productivity, security and collaboration in the AI and hybrid era. I am personally most excited about the broad portfolio of over 100 AI-enabled solutions including AI-enhanced HP Elite and Z by HP PCs for more personalized, meaningful work. Our AI-enhanced HP Elite PCs are the world’s most advanced business laptops for collaboration. They are the world’s first business PCs to protect firmware against quantum computer hacks with HP’s upgraded Endpoint Security Controller (ESC) chip. 

The new innovations highlighted at HP Amplify Partner Conference put channel partners in a strong position. HP Amplify is a partner program that prepares them for emerging opportunities like AI and supports long-term sustained growth. Partners have access to a powerful new portfolio that redefines productivity and collaboration for today’s modern workforce. 

Sustainability is a significant focus for HP. How does the Amplify Impact program reflect HP’s commitment to this area, and what successes have you seen?

Since 1939, Sustainable Impact has been at the heart of HP’s business and today the company continued to set ambitious goals including becoming the world’s most sustainable and just technology company. HP’s sustainability strategy is based on the three pillars of Climate Action, Human Rights, and Digital Equity, and connects the company to today’s most pressing issues.

In 2021, HP leveraged its extensive sustainability expertise, investments, and initiatives to launch Amplify Impact, an industry-leading and award-winning sustainability program. Starting on May 1, 2024, this program will be available to Distribution Partners and nearly 50 countries. Since its launch, this acclaimed program has successfully equipped >40 percent of Amplify partners with the knowledge and tools needed to champion positive change. 

Thank you, Mary Beth! That was fun and we hope to see you on the CIO Influence Interview series again!