According to sources familiar with HP’s channel, the company could shortly be exerting pressure on resellers to shift towards higher serviced sales for the juicier rewards. There have been whispers elsewhere that the company could be making changes to its licensing terms and conditions.
However,it is unknown to what extent the rumoured changes will be rolled out.
We have heard that HP plans to make very subtle changes that could have a larger impact.
One reseller, speaking under condition of anonymity, told ChannelEye that HP is always quietly changing its T&Cs, and that channel partners have to stay vigilant as most of the time they are hidden in newsletters or buried on the company’s website.
There hasn’t been “any huge clarity on this” or any “huge pieces of information”, the reseller said.
Another said that it would not be an enormous surprise. “Suddenly we’ll see a change in our billing and when we query it we’ll be told that it was made public at this point or that point,” the source said.
While unaware of any specific change in corporate policy, another reseller added that “another change” would not be welcome, however, they would have to “go with it” and “hope there aren’t any more nasty surprises”.
Top-down decision making for the channel could also impact partners’ annual strategies, with one reseller telling ChannelEye that a proposed change would not have been “put into consideration for the year ahead” and, if true, could mean partners “end up earning less than anticipated”.
At the time of going to press, ChannelEye has approached HP for comment. A spokesperson said it is looking into the matter.