Channel Marker

Feb 19 2010   9:20AM GMT

Cisco dumps HP as partner



Posted by: badarrow
Tags:
Barbara Darrow
Channel partner programs
Cisco
data center hardware
Hewlett-Packard
HP
IT products and services
partner program

Can’t we all just get along?

Apparently not, if “we” is Cisco and Hewlett-Packard. The latest in the nasty HP vs. Cisco data center hardware battle is that Cisco is dumping HP, a long time partner but increasingly a rival, from its partner program.

[kml_flashembed movie="http://www.youtube.com/v/CeB1Y-Wadgo" width="425" height="350" wmode="transparent" /]

 

Cisco channel chief and senior VP Keith Goodwin took to video to talk about the evolving network of Cisco parnterships. “As we all know, change is the only constant in the IT industry!” Goodwin points out, helpfully.

“Over the last few years our relationship with HP has evolved from a partner to companies with different and conflicting visions of how to deliver value to customers.  Despite this shift in industry dynamics, HP had remained a Cisco Certified Channel Partner.  Being a Cisco Certified Channel Partner has numerous benefits including access to proprietary information (such as product road maps) and partner profitability initiatives.   Given the evolution of our relationship it simply no longer makes sense to provide these benefits to HP.”

 

There is no love lost–especially since Cisco entered the server business last spring. More recently, HP scheduled its partner conference against Cisco’s event. I’ve talked to several joint Cisco and HP partners in the past few weeks and none wanted to say (publicly at least) which event they’ll attend.

The thing is, there are a lot of joint Cisco-HP partners  who now feel the heat as both vendors want a bigger commitment. Gone are the days when a VAR could go into a data center account supported by both Cisco and HP field teams. And guess what? They don’t appreciate being put in the hot seat.

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