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.”
We see our distribution partners not as an extended sales force, but rather as team members
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.
HPE has continually evolved the HPE Partner Ready Program to best meet partners’ needs
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.
