Monday Morning Impact – October 12

Hewlett Packard Enterprise expands as-a-Service and SMB Channel Initiatives

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.

Channel Impact^®
These program enhancements are intended to help partners drive growth with as-a-service, expand expertise, and better serve key SMB and midmarket customers.

Dynatrace Announces New Partner Competency Program

Dynatrace, a Waltham, Massachusetts-based software intelligence company, has launched its new Partner Competency Program, which is designed to help organizations identify partners with a proven track record of using the company’s software management platform. The new competencies align with partners’ expertise in specific use cases and technologies, including AIOps, DevOps, Cloud, ITSM/ITOM, and Government.

Dynatrace provides software intelligence to simplify cloud complexity and accelerate digital transformation through a unified platform that delivers information on application performance, the underlying infrastructure, and user experience.

Participating partners must undergo thorough training and evaluations, demonstrating proven success with driving validated digital transformation for multiple customers. Partners enter the program by attaining the core Dynatrace APM Delivery Competency, which validates a partner’s ability to deliver SaaS and Managed deployments of the Dynatrace platform. After attaining this competency, partners can achieve additional Dynatrace Competencies aligned with their expertise in specific use cases and technologies.

“As we have expanded the breadth of capabilities supported by the Dynatrace platform, our customers have increased their demand for partners with proven expertise and depth of experience using these capabilities to accelerate success,” said Michael Allen, VP of Global Partners at Dynatrace. “The Dynatrace Partner Competency Program assures customers that their partner is proficient in the use cases that matter most to them and has a verified track record of driving digital transformation.”

Channel Impact^®
The initiative is intended to help customers to identify the best partners to accelerate digital transformation in multicloud environments.

Cameyo Launches Global Partner Program to Support Remote Work

Cameyo, a North Carolina-based vendor with a Digital Workspace solution that securely delivers Windows and internal web apps to remote workers over any device without VPNs, has introduced a new global partner program.

Most organizations today are embracing a long-term approach to enabling remote work for the protection of their employees. A hybrid approach is widely considered to be the next logical step as employees begin to return to the workplace.

“As the world makes the permanent shift to remote working – whether that’s some of the time or all of the time – organizations of every size need a long-term solution for enabling their employees to securely access all of the applications they need to remain productive from anywhere,” said Andrew Miller, Co-Founder and CEO at Cameyo. “This presents a huge opportunity for our partners to differentiate themselves and increase their revenue by helping their customers achieve secure, productive remote work.”

The updated program includes sales/technical training, MDF for Platinum partners as well as Gold partners who reach a specified revenue level, and a partner portal that provides access to solution briefs, competitive battle cards, sales decks, training materials, etc. Partners also receive go-to-market planning, joint marketing support and the opportunity for co-investment.

Existing partners include Achab, Amplified IT, Apisec, ASG Africa, Helio Summit, Neverware, Onix, Online Partner, Softwatch, and Synnex. Cameyo is also announcing the addition of two new global partners – Datacom in Australia & New Zealand, and D&H Distributing in the United States & Canada.

Channel Impact^®
The initiative provides the framework for partners to better support remote work by customer employees on a global scale.