HPE Global Channel VP Archer On The Pointnext Partner Offensive, Rules Of Engagement, And Tapping Into The $2.1 Trillion Opportunity


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Pointnext Global Channels VP Archer On The Record

HPE Global Channel Vice President Ken Archer, a highly respected 30-plus-year channel veteran who was recently appointed head of the Pointnext partner business, spoke with CRN about the Pointnext partner sales offensive, rules of engagement and IT services economics.

Archer, who was handpicked by HPE Pointnext Senior Vice President Ana Pinczuk to lead the channel offensive, said he has never seen a bigger commitment to help partners "transform to where the market is going" than Pointnext.

"Hewlett Packard Enterprise is sharing our know-how and intellectual property with partners," said Archer. "Not only are we going to provide partners with the whole [HPE services] portfolio to sell and deliver, but we are going to provide them with the secret sauce and capabilities on delivering services engagements."

The potential market opportunity in the digital transformation services business is $2.1 trillion by 2019, according to market researcher IDC.

"Partners need to provide a different type of value to customers with this digital transformation," said Archer. "They must evolve their portfolio, structure, processes, capabilities and skills."



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