Hewlett Packard Enterprise Enhances HPE Partner Ready Program to Drive as a Service and SMB Growth
November 09 2020 - 7:45AM
Business Wire
HPE optimizes the partner experience with extensive enablement
opportunities, strategic rewards and more ways for partners to
achieve profitability
Hewlett Packard Enterprise today announced enhancements to the
HPE Partner Ready Program to help partners advance on their as a
service journey, capture growing market opportunities, and drive
increased sales growth in the small and medium sized business (SMB)
segment. The fiscal year 20211 HPE Partner Ready Program is
designed to provide partners with a profitable compensation model,
access to financial resources and robust enablement opportunities.
The program offers a unique, personalized approach to learning that
helps partners differentiate themselves in increasingly competitive
markets, grow their business and drive joint success with HPE.
Today nearly 70 percent of HPE’s annual sales are transacted
through HPE’s channel ecosystem, which is more than 80,000 partners
strong. HPE’s channel has also been a significant driver of as a
service growth, and indirect HPE GreenLake orders have increased 85
percent YoY2.
The program updates unveiled today include:
Partner Experience
- AI-powered proposals and robotic process automation
(RPA): To further streamline the deals cycle, partners can
leverage the Primary Storage Opportunity Engine (PSOE) to quickly
develop a proposal containing an approved quote, sizing and
performance data, associated Infosight intelligence and more. This
not only creates an easy-to-understand proposal for partners to
discuss with customers, but allows them to reduce the number of
meetings involved in the sales cycle by an average of five
meetings. Partners also benefit from the speed of RPA to
drastically cut the time required for deal registration
approvals.
- HPE FlexOffers: HPE has improved the purchase experience
to allow partners to create customized built-to-order (BTO) product
configurations at bundled-discount pricing, dispatched from
distribution inventory. This new capability will be rolled out to
distributors worldwide starting in November 2020, and built into
HPE iQuote, HPE’s streamlined quoting tool which presents
pre-approved discounts and promotional prices in real-time.
- Enhanced sales certifications: Accessible via the new
HPE Sales Pro Learning Center, sales certifications in FY21 will
provide a modern, intuitive, mobile-friendly and interactive
experience to help partners quickly align with HPE strategies and
reduce out-of-office time. “Learning checks” strategically placed
within modules and an assessment at the end allow partners to
efficiently demonstrate content mastery and complete their
certification entirely within HPE Sales Pro.
- Extended demo program: HPE’s demo program includes new
demo options, easier access to the HPE portfolio and allows
partners to purchase their own demo equipment at steep discounts.
Partners can also access new interactive demos on the HPE Demo
Portal which offer clickable, simulator-based environments that
enable users to “interact” with HPE solutions with zero risk of
failing. Partners continue to benefit from remote live or recorded
demos and proof of concepts, as well as from live or virtual tours
of any HPE Customer Innovation Centers.
As a Service
- Dedicated as a service enablement: In FY21, HPE is
extending partner enablement related to HPE GreenLake with a new
“HPE GreenLake Introduction and Business Planning Workshop” to help
partners assess their as a service strategy and become proficient
in selling HPE GreenLake. The workshop is composed of consultative
sessions with HPE GreenLake transformation experts who advise
partners on opportunities for growth and the integration of HPE
GreenLake into their service portfolios3.
- Competitive compensation: The HPE Partner Ready Program
maintains one of the most competitive as a service compensation
models, rewarding partners with 3x-5x higher compensation for sales
on strategic HPE business areas such as HPE GreenLake, the HPE
Ezmeral Software Portfolio and the HPE Storage Portfolio.
SMB
- Margin and price protection: HPE supports partners
focused on “new logo” deals with options for upfront benefits and
price protection.
- Promotions and rewards: HPE will expand SMB and
mid-market opportunities for partners by offering promotions and
rewarding partners through geography-specific incentives and
bonuses via the industry leading loyalty and incentive program HPE
ENGAGE&GROW and HPE Financial Services.
- SMB and mid-market co-selling: To engage partners from
across the ecosystem and drive further profitability, HPE is
expanding co-selling opportunities between solution providers and
service providers. These new offers are available via the Cloud28+
platform and community.
“Each year we design our Partner Ready program using partner
feedback, thus providing our channel with an unmatched combination
of sales and field enablement, and financial incentives and
rewards, to help them drive joint success with HPE,” said George
Hope, HPE Worldwide Head of Partner Sales. “HPE’s as a service
strategy is establishing incredible traction through our channel,
and so it remains critical to bolster our partners with the
strongest program framework and breadth of opportunities to
optimize their experience, help them establish differentiation and
grow their expertise.”
Consistency and Stability in
FY21
In order to maintain business consistency for partners focusing
their efforts on driving growth, HPE has maintained core
requirements of the 1H FY20 HPE Partner Ready Program through FY21.
Partners will experience no change to revenue thresholds, sales and
technical certifications, continuous learning requirements, or
competency requirements. Furthermore, the range of digital and
virtual enablement opportunities available to partners through the
HPE Partner Ready Program enables them to continue sales momentum
remotely and with less time out of office.
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.
1 Hewlett Packard Enterprise’s fiscal year 2021 spans from
November 1st, 2020 to October 31st, 2021.
2 FY20 Q3 YoY growth in indirect HPE GreenLake orders
3 This applies to English speaking countries in the Americas and
EMEA, with expansion to APJ countries in Q1FY21
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version on businesswire.com: https://www.businesswire.com/news/home/20201109005063/en/
Ainslee Shea, HPE 1-650-258-0258
ainslee.shea@hpe.com
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