HP Details Its Post-Breakup Channel Strategies

By Michael Vizard  |  Print this article Print
HP split and the channel

NEWS ANALYSIS: Ahead of Hewlett-Packard's planned split, company officials offered new details on their channel realignment plans and insight into the implications.

In 2016, HPE will streamline its channel process in a way that creates a single partner portal, a single market development fund and a single service delivery model, said Eitenbichler. Other planned changes include new incentives for selling the wireless networking products that HP gained with the acquisition of Aruba Networks; an HP Helion cloud marketplace for partners; a new partner locator; and new programs designed to enhance the profitability of HPE partners.

Ed McNamara, senior director of marketing at SHI, a longtime HP partner, said that as far as his company understands the way HP will be split, the changes to the HP channel programs should have a minimal impact on SHI. As a solution provider that sells both HP PC and enterprise products, McNamara said that SHI has been interacting with different PC and enterprise channel people, processes and technologies for years. Now, McNamara said, SHI is essentially adding one more vendor to a line card that already consists of a large number of vendors.

"We're hoping this allows HP, overall, to move faster," said McNamara. "But from an operational perspective, we don't expect to see much impact. We've been dealing with multiple vendors on our line card for years."

Longer term, however, it will be interesting to see how vendor alliances involving both Hewlett Packard Enterprise and HP Inc. play out now that both companies will soon be free to create partnerships in their own best interests without necessarily having to be concerned about how those alliances might affect the other company.

Michael Vizard has been covering IT issues in the enterprise for more than 25 years as an editor and columnist for publications such as InfoWorld, eWEEK, Baseline, CRN, ComputerWorld and Digital Review.