HP broadens OpenView Var programme

Hewlett Packard has sought to prevent OpenView resellers from defecting to Cabletron's Spectrum network management software by expanding its certification programme and introducing a range of service initiatives to be delivered exclusively via the channel.

Godfrey Jordan, UK OpenView marketing manager at HP, admitted the threat of competition had been the catalyst for the vendor's decision to bring in the initiatives.

'Cabletron is sure to talk to some of our people in the channel and we're not too smug to recognise that we need to constantly update our channel programme to ensure we maintain our resellers.'

He added: 'The stronger our partners and the better the services they provide, the greater the opportunity for us to increase the gap in market share between ourselves and competitors such as Cabletron.'

Jordan said the OpenView authorised channel partner scheme will require resellers to fulfil additional criteria related to their ability to implement and support various products in the OpenView family to achieve certification.

In return, OpenView partners will gain access to a broader range of HP products, with its implementation support services encompassing all OpenView products.

Jordan also revealed that a third stream of services, dubbed OpenView Custom Enterprise Services, is in pilot phase. The products will enable users to pay for in-person and custom electronic services for specified periods of time.

He claimed 80 per cent of OpenView business in the UK is conducted through the channel, while the rest of Europe stands at about 50 per cent.