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

Is the channel moving fast enough to make the shift from transactional to contractual?

It is tough because it impacts all aspects of your business. It impacts your sales force and how you compensate your sales force. It impacts your P&L and your cash flow in the short term. The key message I would give to the channel community is you have to think of this shift as parallel paths. You absolutely need to continue to streamline your transactional business because that absolutely is a significant amount of business, and I believe it will continue to be a significant amount of business. But the shift to contractual and as-a-service is happening.

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