HPE Global Channel Chief Hunter: Next Initiative Is Driving ‘Significant’ Increase In Partner Sales Velocity
@Hewlett Packard Enterprise Global Channel Chief @PaulHunter Wednesday said the company’s Next restructuring initiative is paying off in a “significant” increase in the sales funnel for #HPE partners. “Because we are faster to price we are getting more [sales] at bats,” said Hunter, speaking about speed-to-quote and speed-to-price trials that are paying off for partners. “We are seeing growth in the velocity of the business for deals to medium-sized customers. The funnel is growing quicker and the number of quotes is increasing. It’s a velocity machine, and we are speeding up the amount of business we are winning.” [Related:HPE Pointnext Acquires Azure Cloud Consulting Provider RedPixie] The HPE Next initiative speed-to-quote and speed-to-price trials have been “successful” both in the U.S. and Germany and are on track to be rolled out globally in HPE’s third fiscal quarter, which begins on May 1., he said. “This is improving the overall experience of the partner delivering quotes to customers, which is the bread and butter of doing business” said Hunter. “It is simpler for the partners to transact with us. Where we are quicker, it leads to a pretty significant increase in business.” Hunter, who took the global channel chief job six months ago, made the comments in an in an interview with CRN after a two-day, worldwide Partner Advisory Board meeting with 22 partners from 11 countries around the world. HPE CEO @Antonio Neri, the driving force behind the HPE Next initiative, a multiyear restructuring effort aimed at driving speed and agility, was front and center.