HP plans to work a formal cloud computing component into its Preferred Partner Programme (PPP) from its next fiscal year in recognition that many resellers are building their own cloud propositions.
Kevin Matthews, HP UK and Ireland channel manager for enterprise storage, servers and networking (pictured), admitted that many HP partners were moving away from a classic sell-through relationship with the vendor.
This trend will be reflected in new formal benefits that come in with PPP 2012 in November, Matthews hinted.
"Whereas a partner used to be a reseller of our product - where they were buying from distribution, wrapping value around it and invoicing the customer - what they are doing now is buying our product but using it to resell a service. The product doesn't go that extra step to the customer," he said.
Computacenter became the latest corporate reseller to unveil its own cloud services this week but Matthews said it was becoming a more common model.
"What we are looking at is how we can accommodate that approach in a more formal and standardised way," he said.
"If a partner is offering hosting on HP technology, how can they benefit from account management, rebates and MDF?"
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View photos of last night's awards ceremony in London
View photos of all the winners from the 2018 Channel Awards
After a glittering awards evening in Battersea celebrating 25 years of the Awards, we are pleased to share the list of winners and judges' commended winners