An image of Kevin Matthews, HP UK and Ireland channel manager for enterprise storage, servers and networking
(WEB HOST INDUSTRY REVIEW) — HP (www.hp.com) said it is planning to introduce a formal cloud computing component into its Preferred Partner Program starting its next fiscal year to address the continuing trend of resellers developing their own cloud propositions, according to a report by CRN.
Kevin Matthews, HP UK and Ireland channel manager for enterprise storage, servers and networking, said that many of HP’s partners were turning away from the traditional reselling relationship with the company.
Matthews said that this will continue in new formal benefits that will be introduced with PPP 2012 this November.
“Whereas a partner used to be a reseller of our product – where they were buying from distribution, wrapping value around it and invoicing the customer – what they are doing now is buying our product but using it to resell a service,” says Matthews. “The product doesn’t go that extra step to the customer.”
He added that this is becoming a more common model among its partners and the company is looking to accomodate this strategy in a more “formal and standardized way” so that partners who are offering hosting on HP technology can “benefit from account management, rebates and MDF”.
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