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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.
OnForce, the online, IT services clearinghouse, appointed Kevin Gilroy president this week. Founder Jeffrey Leventhal moves to Chairman of the board.
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.
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.
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.
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.
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.
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.
Opinion: HP could learn a thing or two about how to treat the channel from Peregrine, a company it has decided to acquire.
Peregrine is expected to strengthen HP’s position in the IT service management arena.
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.
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.
If the Ethernet network unit is sold, resellers will have to decide whether to stand by their brand.
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.
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.
Opinion: Are the laid-back California technology community and Hewlett-Packard stockholders ready for someone who can out-Carly Carly?
Company executives say cost cuts will pave the way to a better future for Hewlett-Packard, with a focus on software, services and storage.
HP will cut about 10 percent of its work force in an effort to be more profitable and more competitive.
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.
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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