Company offers channel more support, tools to drive sales of hybrid cloud platform
Hewlett-Packard Enterprise is putting a particular focus on its GreenLake as-a-service hybrid cloud platform as it enhances its HPE Partner Ready Program to make it easier for channel companies to customize and differentiate their approaches and offerings.
The Lowdown: The changes to the program are aimed at helping partners more quickly close deals, leverage new pricing capabilities, and access training and certification programs. They also will see special pricing and protected margins.
The Details: HPE has aggressively expanded the GreenLake platform since introducing it in 2018. The platform offers partners and customers ways of delivering and using technology as a service and via a flexible cloud-like IT consumption model. The company has grown its reach from larger enterprises and into the midmarket and SMB spaces, extended it into the public cloud and the edge, and by 2022 will be offering its entire portfolio as a service through GreenLake.
HPE wants to make it easier for the channel to get GreenLake into customers’ hands. The enhancements include:
>More support: The company is adding sales capabilities and specialists in various regions and industries that will be dedicated to working with the channel to pursue GreenLake opportunities.
>GreenLake Quick Quote: The new tool will help partners sell to a wider range of organizations by enabling them to adjust workloads to better address customer cost and performance needs. It also will enable them to generate proposals in a matter of minutes.
>New training and education resources: The HPE Master Accredited Solutions Expert (Master ASE) Hybrid IT Solution Architect certification enables IT architects to grow their skills in building and deploying optimized hybrid IT infrastructure for industry workloads.
For its HPE Tech Pro Community, the vendor also is expanding membership, certification, training and learning opportunities, exclusive events, and rewards. In addition, an updated demo program for HPE Partner Ready partners gives members discounts and easier access to equipment – hands-on and remotely through HPE Innovation Centers – to give customers more time to work with HPE equipment before installing it.
The Impact: GreenLake has become a key part of the future plans for HPE, which is relying on partners to continue growing the business. The vendor has more than 740 GreenLake customers around the world and the channel business around the platform has grown more than 300%. About 500 partners have active GreenLake deals in the works.
The Buzz: “We recognize partners as the heroes of our business and appreciate the important role they play as an extension of our own sales and technical teams,” said Paul Hunter, HPE’s global channel chief. “Together, HPE and our partners are seizing on the unique opportunity to deliver transformative as-a-service solutions to customers worldwide. The HPE partner community has become a powerful force in driving the terrific growth of HPE GreenLake, and our updated Partner Ready program is designed to provide them with an unmatched combination of sales and field enablement, and financial incentives and rewards, to help them continue to serve customers and grow their business.”
“HPE GreenLake is an exciting solution for us. I can now differentiate the solutions that I’m selling to my clients by being able to provide clients with a flexible model when we look at their infrastructure,” said Xara Tran, chairman and CEO of Champions of Change. “HPE GreenLake allows us to have ongoing conversations with the clients we work with and play important roles in their digital transformation journey. We’re not just a transactional reseller; we’ve become a fully integrated technology partner.”
“There’s not a day that someone in our office isn’t leveraging that HPE Tech Pro Community,” said Pete Howard, vice president of ComnetCo. “There’s a tremendous amount of information available. If we’re responding to an RFP, and we need technical documents, or if we’re creating a slide deck for a presentation, we’re getting collateral from HPE Tech Pro.”
“HPE turns up consistently — not just when there’s a big deal to be done, but to gain a deep understanding of our business, our customer focus, and the value we provide to customers,” said James Hardy, managing director at CCS. “Coupled with a knowledge of where we’re taking our organization, HPE has been both a partner and a mentor as we have radically transformed the capability of our organization and our value to serve our joint customers at the edge and through as-a-service offerings for hybrid IT.”