Hewlett-Packard's (HP's) new PartnerOne channel programme is officially launching today, after months of hype and build-up.
Last year HP announced that its UK partners faced a review of their businesses as it brought its global channel together under a single umbrella following the acquisition of Compaq.
HP's 17 distribution partners have also faced changes. All distributors have become Channel Development Partners, but only a few will be Logistics Service Providers.
Andy Vickers, channel SMB director at HP, said: "We are not cutting the number of distributors. It is about reducing the number of stocking points."
Sue Richards, managing director of HP Centre of Excellence EBM, said: "Everything is in place, including marketing funds and sales support.
"The one criticism I have is that it will be difficult for VARs to move up the ladder as the jump between business partner and the next level is very big. Hopefully that will change."
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