HP split causing 'no drama' for partners
Partners optimistic about the split as new partner programmes are unveiled
The HP split is going to plan and the new partner programmes are a good signal of the new companies' intentions, optimistic partners of the vendor have told CRN.
In just over three weeks, HP will split into HP Inc - which will focus on personal systems and printing - and HP Enterprise - which will focus on hardware and services. The vendor outlined details of the new partner programmes earlier this week: HP Inc will get a Partner First programme, while HP Enterprise's offering will be named Partner Ready.
Specific details about each programme remain under wraps, but the vendor did hint at certain updates, such as a new International Programme for the Partner Ready strand, which it says will help global partners streamline their investment in HP and make life simpler.
Justin Harling, managing director of HP partner CAE, said this is one of a number of simple-yet-effective tweaks HP has made.
"I know they seem like small [changes], but the fact they have unified something like a sales accreditation fits into their messaging much better," he told CRN. "They've always talked about a unified infrastructure, but actually there is a clear message of them backing that up. And it's the same on the international side, too. Making the international side of things more straightforward will make a big difference for us.
"We're very encouraged by the changes that are coming in, we really are. We certainly haven't seen anything scary in there that worries us, but there are more details to come. They have been absolutely good to their word. They've always said they are not going to radically pull things apart. It is making the transition very smooth at the moment - it is genuinely the case."
According to analyst Context's founder, Jeremy Davies, when HP first announced the split, partners were very concerned about the knock-on effect this would have on their businesses. But they have been pleasantly surprised, he said.
"[Partners thought] ‘oh my goodness gracious, it is going to be a nightmare, how do you do it?'," he told CRN. "But they've got a good team working on it, and as far as I've heard, there is little drama.
"There doesn't seem to have been any drama at all! I think there are some changes regarding how they manage accounts and how things get paid, but all of these are getting worked through. The general consensus is about how easy things are. Obviously there is lots going on internally with the split - people changing and losing jobs - but there is not much drama for partners, far less than anticipated."
Davies added that more needs to be announced about the new programmes before partners can completely relax.
"There is a lot of fluff - ‘we will have the best partner programme and partners are essential' - it all sounds wonderful, but there are no details," he said.
Howard Hall, managing director of HP partner DTP, concurred that life in the HP channel is going smoothly so far.
"It's easy for us and we've not had any issues," he said. "It's business as usual. What we've already seen is investment decisions seem to have been accelerated. I think we will see things come to market quicker as they will be a bit more focused."