Feeds

Whitman vows to end channel conflict at HP

Direct sales teams made to honor partner-led deals

Protecting users from Firesheep and other Sidejacking attacks with SSL

Direct-sales staffers who continue to pilfer deals from under the nose of channel partners do not have a long-term future at the company, top brass at HP claim.

A Rules of Engagement template has been devised by the vendor, designed to give confidence to partners that their investment in certifications to specialize in products and services will be protected

In a keynote at the Global Partner Conference, CEO and president Meg Whitman said partners had "literally built" HP's business over the years, and clarified the firm's position regarding channel conflict.

"Now have a very clear policy about taking business away from our channel and going direct," she said. "My message is that this simply will not be tolerated.

"Everyone in the HP organisation is crystal clear on the behavior we expect. I am holding myself and the executives accountable for that," she added.

The news was met with applause from the 2,100 audience of "elite" channel organizations, suggesting this was a pain point for more than a few of them.

She added there are accounts that HP will take direct, but there must be "no mystery" in the process, and that partners who have done months of work on a deal will be paid even if transacted by HP.

Peter Ryan, senior veep at HP's Enterprise Group, told The Channel that there is "more exec level engagement with the partners than ever before.

"If we don't do that it sends the wrong message to the [wider] sales force," he claimed.

All HPers will be trained on the Rules of Engagement from partner business managers to the direct sales force, he said.

Firing staff for pinching deals may prove problematic given the different employment legislation across the globe.

But Ryan said for those that flout the policy, there will be implications .

"If [someone] does not behave [in a way we expect], we'll coach and encourage them," he said. "If they don't feel conformable with that, they are probably not going to have a long-term future at HP".

Ryan said HP wants channel partners to go for certifications and will use registration to protect that investment by making the sales cycles on a deal more visible.

Roughly 70 per cent of HP's business is transacted through channel partners. ®

Website security in corporate America

More from The Register

next story
Phones 4u slips into administration after EE cuts ties with Brit mobe retailer
More than 5,500 jobs could be axed if rescue mission fails
Israeli spies rebel over mass-snooping on innocent Palestinians
'Disciplinary treatment will be sharp and clear' vow spy-chiefs
Apple CEO Tim Cook: TV is TERRIBLE and stuck in the 1970s
The iKing thinks telly is far too fiddly and ugly – basically, iTunes
Huawei ditches new Windows Phone mobe plans, blames poor sales
Giganto mobe firm slams door shut on Microsoft. OH DEAR
Phones 4u website DIES as wounded mobe retailer struggles to stay above water
Founder blames 'ruthless network partners' for implosion
Found inside ISIS terror chap's laptop: CELINE DION tunes
REPORT: Stash of terrorist material found in Syria Dell box
Show us your Five-Eyes SECRETS says Privacy International
Refusal to disclose GCHQ canteen menus and prices triggers Euro Human Rights Court action
prev story

Whitepapers

Providing a secure and efficient Helpdesk
A single remote control platform for user support is be key to providing an efficient helpdesk. Retain full control over the way in which screen and keystroke data is transmitted.
Saudi Petroleum chooses Tegile storage solution
A storage solution that addresses company growth and performance for business-critical applications of caseware archive and search along with other key operational systems.
Security and trust: The backbone of doing business over the internet
Explores the current state of website security and the contributions Symantec is making to help organizations protect critical data and build trust with customers.
Reg Reader Research: SaaS based Email and Office Productivity Tools
Read this Reg reader report which provides advice and guidance for SMBs towards the use of SaaS based email and Office productivity tools.
Security for virtualized datacentres
Legacy security solutions are inefficient due to the architectural differences between physical and virtual environments.