HP revamps its mid-range model

Hewlett Packard has restructured its indirect channel for workstations and mid-range servers, and may adopt the new model across all its products and sectors.

PC Dealer revealed the vendor was revamping its reseller accreditation last month (PC Dealer, 9 October). It will require its existing partners to re-apply for accreditation as authorised, accredited or premier partners.

HP commercial and channel marketing manager John Saw said: 'This programme will focus on the quality of partners and their staff, rather than the revenue they generate.'

Resource centre Vars will not be affected by the changes, but other HP partners will need to re-register. A qualification process will then classify dealers as application resellers, technology Vars or ISVs.

To progress to accredited partner status, firms will have to pass sales training and technical examinations. Premier HP 9000 partners must pass a formal HP quality maturity system review board and follow the HP customer service charter.