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By | Paul Kunert 6th October 2011 14:45

HP EMEA: No plans on global deal-stealing policy

Nothing from HQ on how we'd implement these 'comments' – says manager

HP UK will not adopt a kiss-ass policy of firing staffers found pilfering services deals from resellers.

The action was slated for launch on 1 November – by Ken Archer, global veep for channel and alliances at HP's Technology Services biz – to build confidence among resellers that once they have been registered, deals will be ring-fenced.

However, Paul Early, HP UK channel business manager for services, told The Register: "I've not seen anything come down from corporate to EMEA on how we would implement those comments."

He said HP had rules of engagement in place introduced a year ago as it sought to win back disaffected resellers using third-party maintainers, which dealers claimed were cheaper and offered multi-vendor support.

Early pointed to an advisory board it set up in 2010 to address "occasional" instances of conflict when HP had "disrupted" a reseller's sales process but said only a handful of issues were escalated this year and they were "ironed out pretty quickly".

Resellers contacted by El Reg said they had faced conflict with HP's direct sales force on occasions – though the problem was no better or worse than was historically the case, they claimed.

"I'm not sure I'd back firing someone, but it is a powerful message which is very supportive of the channel and a notion that HP views very seriously any member of its direct sales team taking business away from resellers," said one.

HP is to move the existing Authorised Warranty Programme (AWP) and the Professional Services Programme (PSP) into the Services One programme from its fiscal New Year starting next month.

Entry barriers into the scheme have been removed: previously resellers had to sell 20 per cent more than the HP channel average to get onto AWP or PSP, but now they must simply be on a par to remain certified.

Early reckons resellers will get more compensation – Pay For Results rebates – under the new scheme, but said the level had yet to be determined.

Under the changes, the Critical Partnership Services (CPS) will be the only part of HP's services portfolio not open to dealers accredited under Service One.

Early said CPS – including controlled migration upgrades and security updates – was "bespoke", and only HP will be able to quote and build. "We need to be in control because of the liability," he said. ®

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