HPE Channel Leader: Hybrid, IoT, World-Class Services Will Drive Partner Success


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HPE's three-pronged strategy to drive partner growth involves promoting hybrid IT, building out its Internet of Things portfolio, and then offering world-class services that lean on and enable partners, Terry Richardson, vice president for HPE's North America Channels & Alliances, told partners Monday.

The Palo Alto, Calif.-based tech behemoth is first off looking to facilitate both private and public infrastructure, Richardson said at a breakout session of The Channel Company's 2017 Best of Breed Conference in Atlanta.

"We're focused on hybrid IT. We believe the world will be hybrid. That's the bet we're making," Richardson told attendees. He added, "AWS has a different view of the world."

[Related: Best of Breed 2017 Conference]

The "IoT revolution" is creating new opportunities for HPE and many of its business partners "at the intelligent edge," he said. "We expect to have just at much spend outside the datacenter as there is today in the data center."

However, it is "world class" services that will make those two prior strategic goals translate to a successful business, he added.

"It's not to compete with partners," Richardson told a room of solution providers here, most of them already aligned with HPE.

Instead, the company recognizes partners cannot "invest in everything and have to make their own bets." The vendor is cultivating a "stable of experts" to help drive their success, he said.

HPE CEO Meg Whitman, who spoke at the BoB Conference just hours earlier, "has turned around the financial architecture of our company," Richardson said. That includes major investments in research and development.

Moreover, under Whitman's leadership, there's been a significant focus on expanding partnerships, he said.

The company is now simplifying its go-to-market operations through HPE NEXT, an initiative that's sharpening focus on the core strategy. A key component is to "really make sure that we become easier doing business with you from an operations standpoint," Richardson told partners.

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