"When you make big changes, you are going to upset somebody."
-- Adrian Jones, Hewlett-Packard's vice president and general manager, Solution Partners Organization Americas
When word got around that HP was planning to co-fund 110 new HP-only CDW salespeople selling HP products into accounts with 499 or fewer employees, Jones received an earful from many of the company's SMB-focused solution providers.
Other partners were concerned when HP said it would be replacing its Gold and Platinum designations for its best channel partners with Preferred and Elite. But despite the changes that HP is making to its PartnerOne program, partners feel that Jones has done a solid job of making it clear that these changes will help improve HP's relationship with the channel over the long haul.