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HP Tightens Rules of Engagement

One of the key announcements slated for HP's Global Partner Conference next month is a revision to its rules of engagement, which HP confirmed to CRN earlier this week.

According to the company, "HP 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."

In theory it sounds like partners will have a lot more deal protection from HP. "In theory" could be very different than "in practice" -- especially when it comes to this company -- but it's a move we're betting more than one exhausted HP partner will appreciate. As HP seeks to mend channel fences, in fact, it may prove one of its most important policy moves.


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