IT giant HP recently struck a deal with one of its largest channel partners, direct market reseller CDW to co-fund 110 HP only sales reps at CDW. Those CDW sale representatives will sell into companies with 499 or fewer employees using HP-provided leads. News of the deal had many VARs and other channel partners calling foul, citing potential channel conflict. Channel Insider recently caught up with HP's Tom LaRocca, vice president of marketing and strategy for HP's Solution Partners Organization and asked him about HP's policies on channel conflict and HP's commitment to all its VARs. Here's what LaRocca had to say.
