HP Channel Chief Dismore On The Risk Partners Face In Making Shift From Transactional To Contractual, HP University, And The Sales Impact From HP's Security Offensive

Are you going to provide new incentives around services sales rather than transactional sales?

The main tenet for us is what the channel tells us, which is, 'HP, you absolutely have to continue to make sure your programs are as simplified as possible. We cannot hire people to manage programs.' As you know, for the past two years we have been on a road toward simplification. We are going to continue with simplification and predictability so we are not going to change a whole lot in terms of what we have today because we want to make sure that we continue to be predictable.

However, to your point, we have changed our Partner First program this year to specializations driven by these market dynamics. So we have added DaaS, MPS, 3-D and Education so we can reward those specializations based on rebates. So you don't have to be a massive volume player to max out your rebate. If you are going to focus on contractual selling, you are going to get the highest level of reward as a Platinum partner in that specialization.

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