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5.2.2006 Arrow Electronics gives its HP VARs a chance to condense the often-bulky vendor certification process into a one-week, one-location event, where sales and technical staff can take as many as three course and test routes. 4.28.2006 OnForce, the online, IT services clearinghouse, appointed Kevin Gilroy president this week. Founder Jeffrey Leventhal moves to Chairman of the board. 3.27.2006 HP is driving VARs to grow their HP business with changes to PartnerONE membership requirements, attachment rebates and marketing funds that encourage partners to sell more HP across the board. 3.27.2006 Opinion: Channel executives at HP have rolled up their sleeves and really thought through how the company can get solutions providers to willingly expand their HP services and offerings. 2.22.2006 Jim Kleeman, head of Avnet’s HP distribution unit, announces his departure after two years of driving the unit toward a $1 billion sales goal. 1.18.2006 Bruce Dahlgren, former head of solutions and services at Lexmark, will chase imaging and document management solutions to drive printer and imaging sales at HP’s 1,500 largest customers. 11.9.2005 HP’s decision to define the customers it will target for direct sales and leave the rest for partners is a solid foundation for new channel growth, according to partners. 10.13.2005 In a move that could promote use of Linux at the corporate level, Hewlett-Packard signed multiyear global subscription agreements with both Novell Inc. and Red Hat Inc. that will consolidate and expand HP’s existing Linux use agreements with the two vendors. 9.23.2005 Opinion: HP could learn a thing or two about how to treat the channel from Peregrine, a company it has decided to acquire. 9.19.2005 Peregrine is expected to strengthen HP’s position in the IT service management arena. 9.13.2005 In an interview with Ziff Davis Internet, HP’s channel czar Kevin Gilroy, who is leaving the company after 24 years, offers his thoughts on where the channel is headed. 9.9.2005 Opinion: HP VAR partners have not heard what they wanted to hear from the company’s recently appointed CEO, and their collective patience is running short. 8.26.2005 If the Ethernet network unit is sold, resellers will have to decide whether to stand by their brand. 7.20.2005 Cutbacks that will focus on back-office functions instead of sales, and commitment to stick to enterprise sales partners and new channel-friendly programs causes many channel partners believe they will actually profit from HP’s downsizing. 7.20.2005 Partners have heard HP’s promises of channel commitment before, but they want to see action. HP’s best move would be to eliminate its direct-selling call center in Colorado. 7.19.2005 Opinion: Are the laid-back California technology community and Hewlett-Packard stockholders ready for someone who can out-Carly Carly? 7.19.2005 Company executives say cost cuts will pave the way to a better future for Hewlett-Packard, with a focus on software, services and storage. 7.19.2005 HP will cut about 10 percent of its work force in an effort to be more profitable and more competitive. 5.13.2005 Opinion: Cutting rebates for channel partners who win HP business from competitors was a bad move by the vendor. HP still needs to prove its commitment to the channel. 5.3.2005 The company says it is helping VARs increase profitability and grow their business by rewarding them for their expertise and opening up new service opportunities.
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