Reseller confusion surrounds HP programme
As deadline for vendor's Preferred Partner Programme approaches, VARs are still uncertain of what is required of them to qualify
Hewlett-Packard’s (HP’s) channel is again cloaked in uncertainty as the vendor’s deadline to become part of its Preferred Partner Programme (PPP) closes this week.
VARs have said confusion is still rife over exactly what has to be met by the 14 October deadline, in terms of training and specialisations, such as mobility, services or networking and security.
One reseller told CRN that HP required all training and certifications for the specialisations to be completed by 14 October, otherwise VARs risked missing out on any special bid-pricing or additional marketing development funds. However, the reseller said HP has yet to give any detailed information on exactly how VARs can become certified.
“It is typical last-minute HP,” said the reseller, who wished to remain anonymous. “It’s a big launch but there are no real details to back it up with. HP should get the details in place first before launching anything, and then give resellers enough time
to comply.”
Other resellers contacted CRN to express their confusion surrounding the specialisations, with many claiming that they were only given two weeks to become certified.
“It is one of those things where there is a new chief executive and he wants to make some changes quickly. But the execution isn’t quite as quick as simply making the decision to change things,” said Steve Wood, managing director of VAR Parity ICT.
However, Charlotte Powar, strategic alliance manager at VAR tech ms, said there was a lot to do, but that it was worth the effort.
Two people – one sales, one technical – must be certified in the same specialisation for the VAR to be qualified in that particular specialisation. Resellers must be qualified in at least one specialisation to be included into the PPP scheme. Also, agreed revenue targets must be hit, five hours of web training must be completed and all the relevant forms must be filled in. All of this has to be completed by the 14 October deadline for VARs to make it into the PPP scheme.
“If VARs get all of this done, then they have until the first quarter 2006 to choose all their other specialisations. We have been really lucky as our HP account manager has been great at making sure we have got everything done.
“The specialisations are a good idea for gaining new business, but I can
see it would be tough for smaller players,” Powar said.
HP declined to comment