By Doug Woodburn
Publication Date: 2026-02-18 08:47:00
Partner leaders have shared their concerns about HPE and Cisco new T&Cs, with one of them emphasizing that post-OP price increases would often be “legally impossible” to pass through.
As exclusively reported IT channel oxygenHPE on February 5 told the partners has updated its terms and conditions to allow price adjustments “up to the day of shipment” on server and GreenLake orders.
Just a few days later, Cisco also told its partners that it is now reserving the right to adjust prices on Compute orders between the order date and the shipping date.
Both cited supply constraints and rising costs in the wake of the rise of AI, with more suppliers expected to do the same.
“This feels very different”
How unprecedented is this and how will it impact partner and customer behavior?
IT channel oxygen He met with leaders from seven major UK channel partners to get an insight from the ground.
Jody Pawson, Sales Director Convergent technologyHe said the changes feel “very…