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Cisco decision to dump HP could boost partners

Microscope contributor
By Billy MacInnes

Cisco's decision to throw HP out of its  Cisco certified channel and global service alliance partner programmes could bring benefits to other partners as the vendor is forced to lean on them to plug the gap.

Market research company Ovum suggested Cisco would lean more on its remaining partners to provide the "better business value conversations" which HP had brought to the table.


Senior analyst Adam Jura and principal analyst Jens Butler argued DiData (Dimension Data) would be particularly well-placed because of its performance in the Cisco products and solutions implementation space. 


"In light of Cisco's strategy of enabling versus competing against partner services offerings, expect, in particular, DiData to be blessed with more attention from Cisco going forward," they stated.


The decision to axe HP was announced by Keith Goodwin, senior vice president of Cisco's Worldwide Partner Organisation who claimed it "no longer makes sense" to provide the benefits of the vendor's programmes, including proprietary information such as product roadmaps, to a company that it planned to compete with for future business.


He said the relationship with HP had evolved "from a partner to companies with different and conflicting visions of how to deliver value to customers". Goodwin added Cisco was seeking to "begin the discussion around a new agreement that ensures business continuity for existing customers and better reflects the current state of our relationship. We will also honor Cisco customer service contracts with HP for their duration".


Commenting on the decision, HP said it did not believe "it is in the customer's best interest to take a proprietary stance". The company claimed history had proved "customers and the market demand both coopetition and collaboration between IT vendors. Most major players compete in one deal and partner in others to best serve clients' needs".




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