HP Has New Rules Of Engagement
HP is backing up its new PartnerOne program with new rules of engagement aimed at preventing HP direct salespeople from poaching accounts from partners. Under the revised rules, HP says it "will not move a customer from an indirect sales model to a direct model on specific registered opportunities without express engagement with the channel partner, and it must be based on customer choice only." HP CEO Meg Whitman, for her part, says HP salespeople who ignore the rules will find themselves out of a job. "If you are scooping a partner deal that you have no business having your fingers in at all, then we will take care of that. It's not appropriate."