‘Massive’ GreenLake Blitz: HPE Is Tripling Channel Investment
Hewlett Packard Enterprise is poised to launch a massive GreenLake sales blitz, tripling its channel investment to power big on-premises pay-per-use sales growth.
The sales blitz includes a sizable investment in new inside GreenLake sales reps worldwide charged with working hand in hand with partners and an increased account coverage model for partners, both aimed at driving new logo wins.
The massive investment is aimed at scaling the GreenLake channel business in the new HPE fiscal year, which starts Nov.1, said HPE Senior Vice President and GreenLake Cloud Services General Manager Keith White.
“We’re making a significant investment in the channel both with incentives and resources on the GreenLake front,” said White, who confirmed that HPE will continue its 17 percent up-front channel rebate on GreenLake sales in the new fiscal year. “It’s massive. … This is how we scale GreenLake to more and more customers.”
Part of the plan to get to more customers includes an account strategy that gives the channel more accounts to cover. “We are opening up a lot more of the customer base to the channel as we head into the next fiscal year,” said White. “We are realizing they have the tools, resources and capabilities to really serve a much broader set of our customer base. I expect there to be a significant uptake with these customers going forward.”
White said he expects to pay out a marked increase in channel sales commissions as HPE scales up the GreenLake go-to-market model.
I have huge expectations for the channel in FY 2021,” he said. “But I’m also going to put our money where our mouth is and make sure that they have the resources, tools, enablement, incentives and people to help them be successful. … I think the channel is going to have a huge impact for us in fiscal year 2021.”
HPE partners said they also see fiscal year 2021 as a pivotal year for the expansion of the GreenLake on-premises pay-per-use cloud model.
CPP Associates, a Clinton, N.J., HPE Platinum partner that was recently named HPE Solution Provider of the Year, expects 25 percent to 30 percent of its annual sales to come from GreenLake next year, said Paul O’Dell, a CPP director and one of the driving forces behind the company’s aggressive GreenLake sales plan.
“HPE is all in on GreenLake and we are all in on GreenLake,” said O’Dell. “We are remodeling all our tools and processes to take advantage of it. 2021 is going to be a great year for GreenLake.”
CPP’s Infrastructure Anywhere Assessments, which provide detailed comparisons between public cloud and on-premises GreenLake pay-per-use solutions, are consistently showing GreenLake coming in at 20 percent to 30 percent below the cost of public cloud, said O’Dell.
“GreenLake gives you the flexibility and agility of the public cloud but with more governance, security, performance and cost-effectiveness,” he said. “As long as the workload is predictable, GreenLake is always more cost-effective and delivers better SLAs [service-level agreements].”
The HPE inside sales reps are going to be key to helping drive partner sales growth, said O’Dell. “There is nothing more important for HPE to get right than that inside sales rep coverage,” he said. “Having a strong inside sales team is paramount. That is not only a great pipeline builder, but also a breeding ground of young people who will be consumption-first, consumption-always. They will know GreenLake inside and out, and a rising tide raises all boats. That is going to permeate the whole ecosystem.”
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