HPE Americas Channel VP: SimpliVity Sales Momentum Is Off Charts, Surpassing Initial Aruba, 3Par Sales Strength


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Hewlett Packard Enterprise Vice President, Americas Channel Jeremiah Jenson on Tuesday told CRN the SimpliVity hyper-converged channel sales momentum in the U.S. is off the charts with growth, exceeding even the robust initial channel numbers from red-hot past acquisitions like Aruba and 3Par.

"The growth we are seeing with SimpliVity is hotter than previous acquisitions whether it is 3Par – which was incredibly successful (out of the gate) or Aruba – which was even more successful," said Jenson in an interview with CRN. "This acquisition is even hotter than those and the [sales] ramp is going that much faster. The market acceptance has been greater. The partner uptake has been greater. This is a $6 billion market and we intend to take more than our unfair share. This is the fastest growing acquisition we have had in the channel."

[Related: HPE Chief Richardson On 100 Percent Channel Pledge For Nimble And SimpliVity, Dell EMC And Distie Commitment]

The $650 million HPE SimpliVity acquisition – which was completed in February – is already on a strong sales ramp in the channel in the Americas with deal registration up triple digits in the most recent quarter both year-over-year and sequentially, said Jenson. "This is already a multimillion dollar business in our first full integrated quarter (with SimpliVity)," he said. "It's an eight-figure business almost immediately. We have been really, really pleased with the [sales] ramp."

HPE's sales momentum comes with Cisco announcing this week that it is acquiring hyper-converged software provider Springpath Inc. for $320 million.

HPE is fueling the SimpliVity sales momentum with a 100 percent commitment to drive all of the SimpliVity sales through partners. In addition, HPE  has come out of the gate with a heavy investment in incentives to drive sales growth including a new spiff program, effective August 1, that rewards partners up to 10,000 points in additional rewards, said Jenson.

In addition, HPE is offering customers up to $400 for every older server and appliance take out that is returned to HPE. That incentive helped close a $1.2 million deal that included SimpliVity. "We are seeing $100,000 transactions on a daily and weekly basis at this point," said Jenson.

Dan Sytsma, vice president and general manager of Melillo Consulting, one of HPE's top Platinum enterprise partners, said Melillo added SimpliVity to its portfolio after the HPE acquisition and expects the product to account for as much as 25 percent of its sales within a year.

Melillo, No. 306 on the CRN SP500, has already closed two SimpliVity deals and has a half dozen more in the pipeline, said Sytsma. One of the deals was with a telecom service provider on a fast growth path  looking for a more flexible and agile infrastructure with expansion capabilities, said Sytsma.

The SimpliVity hyper-converged product is providing a "huge ROI (return on investment)" for customers looking to consolidate infrastructure into a more "manageable and more cost effective" platform, said Sytsma.

"The technology is a definitely a difference maker for us and customers," he said. "What we see is the ROI customers are getting is huge. HPE has done a great job stepping up into the marketplace, seeing what was out there and offering a great solution to customers."

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