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HPE's Dan Belanger On Why InfoSight, GreenLake Are Game Changers For Channel Partners

HPE Managing Director, North America Dan Belanger, who has led the charge on sales growth and margin expansion in North America, speaks with CRN about the new dedicated storage business unit, InfoSight, GreenLake and why HPE is seen as a ‘safe pair of hands’ by partners.

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The HPE ‘Safe Pair Of Hands’ Advantage

Hewlett Packard Enterprise's consistent laserlike focus on hybrid IT, intelligent edge and the services portfolio to support that strategy is paying off for partners even as competitors grapple with significant structural challenges, says HPE Managing Director, North America Dan Belanger.

"Our consistency of strategy is an advantage," said Belanger in an interview with CRN just before he formally launched a new dedicated North America storage business unit to a group of about 30 HPE partners. "As a partner recently told me, 'You have become through your transformation at this point a safe pair of hands.'

That is no small matter given the creation of the new Hewlett Packard Enterprise just three years ago and the subsequent spin-in merger of its $20 billion services business to DXC Technology and the spin-in merger of some software assets to Micro Focus.

"There were a lot of years when we were constantly in a transformational state—real structural change," said Belanger. "That is behind us. There are a lot of our competitors who are absolutely heading down that road, whether it is financial engineering or structural engineering of the company. While they are distracted with that, we have a great portfolio and laserlike focus."

Belanger said the new North America storage organization opens the door for every partner to ask: “'What company has a clear strategy and complete differentiation on both the product and solution side of the business?' That is us. That is HPE."

In fact, Belanger, who has won praise from partners for his channel sales commitment, said HPE's artificial intelligence-based InfoSight platform and GreenLake Flex Capacity pay-per-use model provide major competitive advantages for partners that no competitor can match.

"Those directly appeal to a partner's long-term business plan, whether it is recurring revenue through GreenLake for partners or the information they can turn into different customer experiences through InfoSight," he told CRN.

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