HPE Introduces New Programs to Ready Partners for Flex Capacity Selling

LAS VEGAS — HPE today rolled out a handful of partner support programs around the new HPE GreenLake Flex Capacity to help partners gear up to sell the vendor’s flexible capacity consumption solutions. Those support programs include enhancements to the HPE Partner Ready Digital Marketing Program, the HPE Digital Marketing Maturity Assessment and the HPE Guide to Digital Marketing, a single go-to reference source. The announcements were made today at the 2018 Global Partner Summit being held ahead of HPE Discover 2018, June 19-21.

IDC projects that by 2020, consumption-based procurement will account for almost 40 percent of enterprises’ IT infrastructure spend, and the new HPE GreenLake Flex Capacity partner programs provide those in the HPE Partner Ready Program with new revenue opportunities around the pay-per-use model for new on-premises technologies.

HPE is kicking off the program with seven HPE GreenLake Flex Capacity prepackaged and pre-priced solutions: HPE ProLiant for Microsoft Azure Stack; HPE Synergy 480 compute modules; HPE 3PAR StoreServ 8200 and 9450; HPE SimpliVity 380; HPE Proliant BL460c server blade; and HPE StoreOnce 5100. Each prepackaged offer incudes buffer, metering, variable capacity and room for growth based on unique customer requirements.

HP’s Jesse Chavez

“HPE GreenLake Flex Capacity for partners has better economics, better offers and better processes for our partners,” said Jesse Chavez, vice president, worldwide channel sales and alliances at HPE. “It’s designed to help partners quickly scope and sell these services.”

The new support programs were designed with the help of HPE partners and allow them to set their margins and earn rebates on the seven solutions; the process is simplified with the help of a quoting tool as well as marketing and training.

The enhanced HPE Partner Ready Digital Marketing Program is designed to help partners accelerate their digital marketing proficiency and execution. A key element of the program is the new HPE Partner Ready Marketing Pro Academy. Partners will find educational resources to help generate leads, pipeline and revenue. Partners will also have access to content, such as videos, white papers, presentations and guides to educate them on digital marketing tops and trends.

HPE is also expanding its Digital Marketing Workshops worldwide, as well as face-to-face trainings. The vendor also talked about bolstering collaboration in the form of digital marketing expertise and support such as partner marketing managers, marketing services agencies, marketing development funds, and channel and industry events.

HP’s Chris Ogburn

Finally, the new Digital Marketing Maturity Assessment is available for partners to gauge their marketing maturity and readiness. “This is an online survey that partners can take and it generates a report on how partners are performing in several areas,” said Chris Ogburn, vice president, worldwide channel marketing at HPE.

The Digital Marketing Maturity Framework assesses a partner in five areas: digital identity, organizational commitment, analytical framework, customer relationship management and campaign planning and execution.

HPE hopes to the program enhancements will help partners transform their businesses with the consumption-based offers increasingly in demand among customers.