Transputec in rumoured grey market discussions with HP
Vendor unable to comment on specifics, but stresses to CRN how seriously it takes the issue of grey market, and how transparency with the channel is key to mutual success
Transputec has confirmed to CRN that it is currently undergoing talks with HP over "a couple of issues"'.
CRN understands from sources that the issues could be related to rumoured grey market activity using end-user special pricing, although Transputec neither confirmed nor denied the rumours.
However, the London-based VAR, which has been in business for 30 years and an HP partner for over 20 years - working with both HP Inc and HP Enterprise since the firm split in two last year - is confident of resolving the situation successfully.
In a statement sent to CRN, a Transputec representative said: "Transputec has been a very successful partner of HP for more than 20 years. We are currently in dialogue with them over a couple of issues, and are confident of resolving these positively."
Neil Sawyer, channel sales, education and SMB director, UK and Ireland at HP Inc, said he was unable to comment on "any cases ongoing".
But he did stress how seriously HP Inc takes grey market issues as a whole.
"Our main objective for all partners is to maintain a strong and healthy channel balance with every partner we work with," he explained. "We have three objectives: a need to be predictable in what we do; consistent in our approach with partners; and transparent in how we manage partners.
"Ninety-nine point nine per cent of our partners operate and comply with HP. It is just a small number that look to infringe on that. It is why we take it very seriously and we pride ourselves on a predictable approach to channel management. The channel is integral to our success.
"We are committed to ensuring all HP Preferred Partners are able to operate and respond to customer queries knowing that HP is supporting them consistently from a product supply and bid management process."
He added that the vendor has a process to allow partners to confidentially make HP aware of any grey market issues, but that it also has a proactive team that works 365 days a year, monitoring data and partners, and is able to pick up any suspicious activity.
"We monitor the channel for the right reasons," Sawyer said. To contact HP Inc on grey market issues email: [email protected].
An HP Enterprise statement said it encourages dialogue with partners over any suspected grey market activity.
"We would encourage our partners to send any concerns about potential fraudulent activity to HPE's brand protection team at [email protected] and we will investigate as appropriate," the statement said.