Hewlett Packard Enterprise Expands as-a-Service and SMB Initiatives to Help Channel Partners Drive Growth
29 Septiembre 2020 - 08:00AM
Business Wire
Channel enablement initiatives expand expertise, tailored
product offerings and differentiation to accelerate HPE GreenLake
business in the SMB and midmarket
HPE Virtual Distribution Partner Conference – Hewlett
Packard Enterprise today announced initiatives and offerings to
help channel partners evolve their business and accelerate sales
growth at the third annual HPE Distribution Partner Conference.
This year’s event, held virtually, gathers more than 1,000
attendees from 300 distribution partners around the globe to
discuss how channel partners can build their acumen with
as-a-service, expand their as-a-service sales opportunities, and
leverage these initiatives to grow their sales domain with small
and medium businesses (SMB) and midmarket customers.
Today, the channel plays a significant role in HPE’s business,
and an average of 80 percent of indirect business goes through
distribution partners. In certain markets, 100 percent of indirect
business is filtered through distributors. The annual HPE
Distribution Partner Conference demonstrates the pivotal role
distributors play in helping channel partners enhance their sales
expertise, drive profitability and differentiate themselves in
increasingly competitive markets.
“The initiatives we’re announcing today stem from key partner
feedback and aim to better enable distributors and all of our
channel partners to monetize their as-a-service strategy,” said
George Hope, HPE Worldwide Head of Partner Sales. “We see our
distribution partners not as an extended sales force, but rather as
team members. As HPE advances along our journey to becoming an
edge-to-cloud platform-as-a-service company, we see an opportunity
for our distributors to strengthen relationships with our shared
partners and become their trusted advisors, helping them embrace
and accelerate HPE’s as-a-service business.”
Program offerings and enhancements announced today to help
partners drive growth with as-a-service, expand expertise to
differentiate themselves, and better serve key SMB and midmarket
customers, include:
Smaller starting capacity now available for HPE
GreenLake
As part of the “Swift” sales program with standardized and
simplified HPE GreenLake offerings, HPE recently announced new HPE
GreenLake cloud services with options targeted at partners and
their SMB and midmarket customers. For distributors and HPE
partners, HPE provides right-sized HPE GreenLake packages with a
competitive starting point from as low as $70,000 to help partners
engage on deals with smaller customers adopting an IT-as-a-service
model. Coupled with an easy and fast selling experience from
pre-configured and pre-priced offers, distributors can scale their
as-a-service strategy and expand the addressable market for them
and their partners. Additionally, HPE continues to offer its 17
percent reseller rebate to drive profitability with partners
selling HPE GreenLake.
Specialist support for HPE GreenLake and Storage
portfolios
In FY21, HPE will offer partners additional support in the form
of HPE GreenLake specialists and dedicated enablement initiatives,
like workshops with experts, to help them personalize their
as-a-service journey. Solution providers and distributors will also
have the opportunity to elevate their conversations and accelerate
sales by working with HPE’s “Storage Rangers” -- outcome-based
solution selling experts with a high degree of technical skills.
These specialists will help partners enhance the request for
quotation (RFQ) process to execute existing Strategic Storage
Campaigns and initiatives, generate new opportunities across the
HPE Storage portfolio and refresh their HPE Storage installed
base.
SMB FlexOffers program for SMB and midmarket
customers
HPE will debut the SMB FlexOffers program providing distribution
and solution provider partners the ability to customize their
built-to-order (BTO) products to match unique customer and market
needs. This will give partners the flexibility to select preferred
units and options that, through dynamic attach-driven pricing, can
help them access and ensure the best price. In addition, solution
providers will be able to drive quicker delivery times by
leveraging distributor inventory, and distributors will benefit
from an automated, simplified claiming process.
Enhanced partner onboarding experience
HPE has continually evolved the HPE Partner Ready Program to
best meet partners’ needs and anticipate shifting IT priorities as
a result of digital transformation. To maximize the experience for
new partners, HPE has improved the HPE Partner Ready onboarding
process through end-to-end visibility and partner referral.
Distributors are now at the core of this initiative as they become
the key point of contact for the newly onboarded partners. This new
process facilitates additional selling opportunities for
distributors who, with this model, can support solution providers
across their entire journey with HPE.
HPE Pro Series virtual learning opportunities and enhanced
demo options
HPE continues investment in the HPE Pro Series, a comprehensive
program that provides learning, training and networking
opportunities for partners. Through HPE Tech Pro, HPE Sales Pro and
HPE Marketing Pro, partners connect with experts and peers to help
close opportunities and architect outcome-based solutions. The Pro
Series also allows partners to leverage digital marketing campaigns
and differentiate themselves through customized training. Beginning
in FY21, partners can earn HPE sales certifications in a new
modern, interactive learning environment via the HPE Sales Pro
Learning Center. This platform enables partners to more quickly
align to HPE strategies and helps increase sales-out growth by 100
percent1. Enhancements to the popular HPE Demo Program give
partners new options to demonstrate HPE solutions virtually, at
customer locations or in their own offices.
About Hewlett Packard Enterprise
Hewlett Packard Enterprise is the global edge-to-cloud
platform-as-a-service company that helps organizations accelerate
outcomes by unlocking value from all of their data, everywhere.
Built on decades of reimagining the future and innovating to
advance the way we live and work, HPE delivers unique, open and
intelligent technology solutions, with a consistent experience
across all clouds and edges, to help customers develop new business
models, engage in new ways, and increase operational performance.
For more information, visit: www.hpe.com.
1FY18 YoY sales-out growth for partners with sales
certifications
View source
version on businesswire.com: https://www.businesswire.com/news/home/20200929005710/en/
Ainslee Shea, HPE 1-650-258-0258 ainslee.shea@hpe.com
Hewlett Packard Enterprise (NYSE:HPE)
Gráfica de Acción Histórica
De Feb 2024 a Mar 2024
Hewlett Packard Enterprise (NYSE:HPE)
Gráfica de Acción Histórica
De Mar 2023 a Mar 2024