Shifts to Contractual Sales Model

HP Inc. announced it has expanded its financing and leasing options through a new strategic program with global finance company De Lage Landen International B.V. (DLL). By moving to a multi-vendor financing model with two global strategic partners — DLL and HPEFS — HP Integrated Financial Solutions will help accelerate and enhance the financing experience for customers and enable channel partners to grow their services-based businesses.

“As HP becomes more aggressive in its shift to a services-led model, financing is a capability we are prioritizing and integrating into more of our solutions,” said Deborah Baker, Head of Worldwide Leasing and Financing, HP Inc. “We strongly believe the more innovative our financing products are, the more likely we are to secure new business and maximize refresh opportunities. As a recognized leader in the channel with more than 50 years of experience, DLL is the ideal partner to help HP double-down on its contractual business.”

Leading the Shift to Services

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. Adding DLL to HP’s financing partner ecosystem will provide more flexibility and opportunities to retain and upsell customers and maximize account growth.

The addition of DLL to its finance portfolio allows HP to offer competitive payment options, resulting in stronger customer engagement that can help channel partners secure recurring revenue from their client base while new payment options provide partners with the ability to bundle products and maximize opportunities. 

Strategic DLL Program Offers New Capabilities and Global Reach

DLL offers innovative mobile IT solutions and real-time access to data that enable excellent customer experiences and help channel partners close business quickly and easily. As part of this new model, HP Integrated Financial Solutions will now provide a broader range of options such as instant credit approval, mobile apps, automated document management, electronic signature and invoicing, and collaborative partner portals.

DLL partners with equipment manufacturers, dealers and distributors in more than 30 countries to support their distribution channels and help grow their businesses. DLL combines customer focus with deep industry knowledge to deliver sustainable solutions.

“We are thrilled to partner with HP, and to help HP’s partners deliver compelling customer payment options,” said Rick Trobman, President of the Technology Solutions Global Business Unit at DLL. “HP´s strategy to evolve toward contractual service models fits perfectly with DLL’s life-cycle financing offers and our ability to help channel partners in bundling HP products and services into customer solutions. Customers now expect flexible options for how they leverage technology to collaborate and make agile business decisions. The partnership between HP and DLL is a great example of how HP is committed to helping its partners solve customer requirements.”

HPE Financial Services (HPEFS) will remain a trusted HP partner supporting HP’s Graphics, 3D, indirect MPS and direct-led business globally. They will also remain HP’s sole partner for North American and Latin American markets.

HP plans to extend the multi-vendor model in 2020 with the addition of new local and regional finance partners to ensure country coverage across emerging markets.

(Source: https://press.ext.hp.com/us/)

Related Reading:

HP to Expand in Campus