Davis On Upping The Indirect Sales Percentage
New Hewlett Packard Enterprise Chief Sales Officer Phil Davis, who takes the helm of the HPE sales force Nov. 1, says his aim is to increase the total percentage of sales through channel partners.
Davis, in fact, did just that during his three-year tenure in Asia-Pacific Japan (APJ), where the percentage of sales through partners is above 80 percent compared with about 70 percent globally for HPE.
"Coming into the worldwide role, that would be a goal of mine: How do we increase the overall mix of our business through the channel?" said Davis, who is in the process of moving from Asia to the U.S. for the start of the HPE fiscal year Nov. 1.
Another breakthrough from Davis' APJ tenure was a plan to simplify the compensation structure with similar terms and conditions across servers, storage and networking. That simplified compensation structure – which received rave reviews from partners – is also something Davis is looking at bringing to the U.S. and around the globe.
"The feedback from partners in Asia was very, very positive," said Davis. "They felt it was a much more simplified program. So we are looking to roll that out and be more consistent everywhere in the world."