CRN Exclusive: 15 Tough Questions For HP CEO Meg Whitman


Partners are also talking about a drop in MDF, incentive-based funding, in terms of their compensation and the incentives around that.

So, we have heard this as well. What I love about our partners is that they're very clear: They're in business to make money, and they want to know how they're going to get paid, and transparency around it, and they don't want to spend a bunch of time trying to figure it out.

The programs [HP Enterprise Group Executive Vice President] Dave Donatelli has put in place, to be announced at GPC, are about simplicity: Here is how you make money doing business with us, and it's not going to change.

We understand that not only do we have to make great products, you as a partner have to make equal to or more money with us than you do with our competitors. And if we can combine that with products that customers want, then we will have a home run on our hands.