An 'Outside-In' Approach
New Hewlett Packard Enterprise Chief Sales Officer Phil Davis, who is overseeing a massive global sales force transformation, is urging his sales team and partners to take an "outside-in" approach to the business.
"Whether you are selling to a customer or partner, or supporting a sales rep, we all have a responsibility to sell," Davis wrote in an internal memo announcing the next level of sales leaders for the new organization. "Therefore, everyone must adopt an 'outside-in' mind-set focused on delivering value to our customers."
Davis said the new structure strikes at the heart of what HPE needs to do to win in the marketplace: "concentrate the majority of our resources into geographies with the most growth opportunities, and simplify our layers so we can get closer to our customers and become easier to do business with."
Davis told CRN that the HPE Next initiative – which is removing management layers -- is going to result in more investment in front-line sales like partner enablement and rebates.