Hewlett Packard Enterprise's Next initiative to streamline operations is set to kick into high gear with the appointment of a new global sales leader, Phil Davis (pictured), and the exit of U.S. sales chief Jim Merritt and EMEA sales chief Andy Isherwood.
Davis, who was regional managing director of Asia-Pacific for the Enterprise Group and has been with the company for four years, will take the role of chief sales officer effective Nov. 1, the start of HPE's fiscal year 2018.
"When we began the search for a new leader, I knew we needed someone who could inspire the team and create a clear vision for our sales force," said HPE President Antonio Neri in email to HPE employees. "I am proud that we found that person within our own team."
Davis, a 17-year technology sales veteran, has been a strong channel advocate during his Asia-Pacific tenure, sources said. Davis "embodies our values – he is a great partner to our customers and with the channel, he innovates by actively pushing our team to evolve our sales techniques, and his track record proves he knows how to act and get the job done," said Neri.
Neri, who is leading the HPE Next initiative to simplify and streamline the company, told CRN earlier this week that HPE is removing "several layers" in order to make decisions closer to customers. The HPE Next initiative is aimed at effectively creating a new blueprint for the company in the wake of the spin-in mergers of HPE's $20 billion enterprise services business into DXC and its legacy software business to Micro Focus.
The HPE Next initiative is aimed in part at taking out as much as $200 million to $300 million in additional costs out of the company. "Ultimately, we want a company that is easy to work with and easy to do business," said Neri. "My view is partners are going to see a company that is easier to do business and much more agile with a modern set of tools and applications to engage them. They are going to see people empowered – people empowered to make decisions closer to the customer."
For partners, the changes will give them the ability to "make more money easier," said Neri. "We know that despite the fact the channel loves us, which is reflected in studies and everything we hear from partners and customers, there is a tremendous amount of opportunity going forward by removing the barriers that are unfortunately in the way because of the complexity in the business sometimes."
HPE has said the changes will result in faster price quotes and speedier decision-making in the field. What's more, the company has said it could lead to fewer SKUs on some product lines.
In the email to HPE employees, Neri said Merritt and Isherwood are retiring from HPE after they assist with transitions into the first quarter of HPE's fiscal year 2018.