Hurd Raises Expectations For HP Partners

HP solution providers gathered at this week's HP's Americas Partner Conference have much to be happy about. In three years, CEO Mark Hurd has revived the company and made it the biggest player in technology. And he's brought thousands of channel partners along for the ride. As Steven Burke notes:

"Hurd took a long, hard look at the businesses and then bet big on the channel."

But Hurd is demanding increasing loyalty from partners looking to keep up with HP. Today's CRN cover story examines the pluses and minuses channel partners are encountering:

"Some exclusive partners complain that HP's flagship PartnerOne rebate program is fraught with sales data reporting errors, making rebate payments unpredictable at best. And with a growing portion of the rebate money tied to hitting aggressive growth goals, some of these partners say their rebate money is declining even as their overall HP business grows."

Hurd himself sat down with us to take on these issues, in an exclusive question-and-answer session:

"We're all under economic pressures here. Nobody calls me up and says here's an extra bag of money for doing the same thing you've always done. What we're looking for are partners that want to come up with new, innovative, exciting things to go do."

Keep an eye on ChannelWeb for more news from the HP Partner Conference all week.

Posted by Joe Caponi at 12:24 PM, February 25, 2008

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