HPE Helps Partners Sell GreenLake to SMBs – Channelnomics


October 1, 2020

New tools to promoting as-a-service platform comes as tech giant names new head of worldwide channel sales

By Jeffrey Burt

Hewlett Packard Enterprise is making it easier for its channel partners to bring the tech vendor’s GreenLake as-a-service platform to SMB customers.

The company sees the channel as a crucial part of expanding GreenLake’s presence in the market. Now the company was to more easily include SMBs and mid-market customers in that expansion. The partner program enhancements include:

>Smaller starting capacity: HPE partners can offer GreenLake cloud services with options aimed at SMBs, with starting prices as low as $70,000. Distributors can expand their addressable market and HPE will continue offering a 17% reseller rebate.
>Specialist support: Starting in fiscal year 2021, HPE will include GreenLake specialists and dedicated enablement initiatives to support partners, such as workshops with experts. Partners also will be able to speak with HPE “Storage Rangers” – technically-savvy selling experts focused out outcome-based solutions who can help with the request-for-quotation (RFQ) process.
>SMB FlexOffers program: Distributors and service providers will be able to customize their built-to-order products to address unique customer and market needs, including selecting preferred units and options to ensure the best price.
>Partner onboarding: Distributors now are the key point of contact for newly onboarded partners as a way of facilitating additional selling opportunities for distributors that can support solution providers in their work with HPE.
>HPE Pro Series: Starting in fiscal year 2021, partners can earn HPE sales certifications through the virtual HPE Sales Pro Learning Center. In addition, partners have new options in HPE’s Demo Program for showing HPE solutions virtually, at customer locations or in their own offices.

Hope takes over the position after Paul Hunter, who was in the job for almost three years, was named in August to run HPE’s North America business.


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