HP brings in more channel changes
Vendor reclassifies PartnerOne and announces new initiatives
Hewlett-Packard (HP) has claimed it has fully integrated its former Centres of Excellence partners into its PartnerOne scheme, and is launching two additional channel initiatives.
The vendor, which axed its Centres of Excellence scheme earlier this year, has divided its PartnerOne programme into three categories: Logistics Service Providers (LSPs), Channel Development Partners (CDPs) and System Service Providers (SSPs); Certified Professional (CP); and PartnerPro.
Andy Vickers, UK and Ireland director of solution partners organisation at HP, said the firm will spend this year promoting its VARs. "We have worked hard with our LSP and CDP distribution partners on schemes such as Top Value and Top Config, but the focus is switching to SSPs," he said.
Vickers added that the vendor is launching its Regional Model on 1 September to link up SSPs and end-users.
Vickers also admitted that HP has not done enough in the past to promote its CP partners. Starting on 1 September, the vendor will work with CPs to increase end-user awareness of "the value of HP's channel", he said.
The firm also is set to launch a dedicated PartnerPro channel portal in the coming year.
"In terms of Centres of Excellence, we were running two separate programmes that had a lot of similarities. It did not make much sense to put money and effort into both," Vickers said.
Shaune Parsons, managing director of VAR Computer World Wales, said: "We've seen no changes to our business yet. As for the new initiatives, we will have to wait and see."
Colin Stokes, managing director of VAR 3CUK, a former Centre of Excellence, is not impressed with HP's channel record. "We have not had any discussion or visit from HP for six months. HP is facing increased competition from Dell and to counter that it is becoming more direct," he claimed.