5 Companies That Came To Win This Week

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HP Overhauls Channel Program

Hewlett-Packard channel partners have gone through a lot of angst in recent years as the company seemingly lost its way. While questions remain about HP's strategic direction, the company took some major steps this week to repair its relationship with its solution provider partners.

On a more nuts-and-bolts level, HP unveiled a major overhaul for the PartnerOne channel program at the company's Global Partner Conference in Las Vegas this week. Topping the list of changes was a simplified "pay for performance" program that allows partners to qualify for incentives from the very first sales, dropping a requirement that partners hit 80 percent of their sales target before qualifying.

But more importantly partners heard directly from CEO Meg Whitman, who promised that partners would make more money with HP than with competitors. To cheers from conference attendees, she also outlined a new rules-of-engagement policy that prevents HP sales reps from taking accounts from partners.

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