ARC: Top 10 Vendors At Managing Channel Conflict


Hewlett-Packard's VARs selling Workgroup Color Printers rated the vendor's methods for alleviating channel conflict as eighth overall. Over the past few years, HP has instituted a sales-engagement model aimed at removing key conflicts that existed among channel partners and direct HP sales reps. VARs get exclusive services, including increased compensation and prioritized presales, technical support and access to technical Q&A, information research, infrastructure solution consulting, configuration assistance and validation.