Hewlett Packard has promised changes to its Pay for Results (PFR) scheme after admitting that it did not suit the software channel.
In an interview with vnunet.com Mike FitzGerald, head of channel for HP Software EMEA, conceded that the current scheme is "not really the best thing" for the channel.
Talking at HP's Software Universe conference in Hamburg, FitzGerald outlined upcoming changes to list-price discounts and rebates for HP software resellers.
"There will be changes to the rebates scheme in the next couple of months to make sure our partners can see their margins upfront," he said.
The UK HP channel team is working on the changes but will take some time to alter the back end of HP's technical systems.
Mark Nutt, technology sales manager for Morse, which has just been named UK HP Software Partner of the Year, agreed that changes were necessary.
"PFR has created a challenging environment for HP and its partners. We have been told that they will be responsive to feedback and create an environment where partners feel they can succeed and prosper," he said.
FitzGerald also acknowledged that conflict existed between HP direct sales and the channel over large accounts. He added that VARs would be offered training to deliver new software and service offerings.
"If we know what each other is doing we can avoid conflict. Our partners will have the same access to training as HP people, just as with our sales and technology.
"However, we can never completely eradicate conflict. All we can do is minimise it. If there is conflict, we will look at ways of bringing them in on the implementation or giving them alternative leads," he said.
Kasper Rorsted, managing director EMEA, promised the same approach to its small and medium-sized business (SMB) channel.
"We are the largest SMB supplier in the world," he said. "$21bn of HP's sales is based on SMB business. So what we are trying to do is not compete with each other."
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