Data center News
HPE Chief Sales Officer Heiko Meyer: ‘We Want To Grow The Core And Gain Market Share’
‘A year ago—it is not a secret—there was an industrywide supply shortage,’ HPE Chief Sales Officer Meyer tells CRN. ‘We could not grow in the core business because there was no supply available. Supply is available now. We want to take share. We want to grow.’
Hewlett Packard Enterprise Executive Vice President and Chief Sales Officer Heiko Meyer told CRN that the hybrid cloud powerhouse is ready to take the gloves off and drive market-share gains in the core compute and storage business now that the supply chain crisis is over.
“A year ago—it is not a secret—there was an industrywide supply shortage,” he told CRN. “We could not grow in the core business because there was no supply available. Supply is available now. We want to take share. We want to grow.”
Meyer has architected a worldwide go-to-market model that puts in place a “specialty-led hunting” model that is aimed at driving opportunities for partners in compute, storage, hybrid cloud and even high-performance compute and artificial intelligence. “This means we want to take share and share comes through hunting and hunting comes through specialization,” he said.
HPE is investing in storage and compute speciality resources even as it eliminates a number of general sales roles in North America, including some territory account managers, enterprise account managers and partner business managers.
Meyer, for his part, said the HPE specialty sales model is part of a strategy to double down on partners. “If I want to grow, I need to double down and support the channel even harder,” he said. “I have to support the channel even more through specialization to hunt with us and take these opportunities in the market.”
Meyer, a 32-year HP/HPE veteran who has headed up the worldwide sales organization for the last three years, said he is a fierce partner advocate, with 70 percent of the company’s business going through partners. “I have always appreciated working with partners,” he said. “Believe me, I love partners.”
In fact, he said, one of his top priorities for the new fiscal year, starting Nov. 1, is to “win” with partners.
“I want to really double down on the channel partners in terms of specialization and resources on the channel floor,” he said. “Here we can grow, compete and win in the market. You will see us shifting resources a bit more toward specialization because specialization means hunting, and hunting will help us as well grow with and through our partners.”