Hewlett Packard Enterprise has rolled out a series of new initiatives and offerings to help channel partners evolve their business and accelerate sales growth, particularly in the areas of XaaS and SMB.
“We see our distribution partners not as an extended sales force, but rather as team members,” said George Hope, HPE Worldwide Head of Partner Sales. “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.”
HPE announced new HPE GreenLake cloud services with options targeted at partners and their SMB and midmarket customers. For distributors and HPE partners, HPE provides HPE GreenLake packages with a starting price of $70,000 to help partners engage on deals with smaller customers adopting an IT-as-a-service model. Additionally, HPE continues to offer its 17 percent reseller rebate to drive profitability with partners selling HPE GreenLake. In FY21, HPE plans to offer partners additional support in the form of HPE GreenLake specialists and dedicated enablement initiatives, like workshops with experts.
HPE is also preparing to launch its SMB FlexOffers program, which is designed to give partners the flexibility to select options that 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 claiming process.
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.
These program enhancements are intended to help partners drive growth with as-a-service, expand expertise, and better serve key SMB and midmarket customers.