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.
Jessica Davis covers the channel for eWeek and Channel Insider. Her technology journalism career began well before anyone heard of the World Wide Web and has included stints at Infoworld, Electronic News/EDN, and the Philadelphia Business Journal. Her work has also appeared on CNN and Forbes.com. She has covered hardware, software and networking, as well as the business side of technology. She has won several journalism awards, including a national ASBPE award for best staff-written column, and was named Marketing Computers hardest working tech journalist on their inaugural list of top tech journalists. Jessica can be reached at email@example.com