The new GreenLake Flex Capacity offering was the big channel news to come out of HPE Discover last week. Max Ramos Flexible Capacity & Consumption Lead, Pointnext Worldwide Channel Sales, shared the top points to know in an interview with CRNtv.
“To date we’ve had the ability for partners to sell the hardware and attach services and mold it into a consumption model. The new model takes all that away and basically has partners reselling true consumption through the channel,” he said.
Under the terms of the program, partners can hold the paper on the deal, determine the margin and add in their own services. The flexible consumption model means customers pay only for the infrastructure that they actually use.
“And, we measure it with a technology called Cloud Cruiser,” said Ramos. “It’s a company we acquired a year ago and we are able to meter the customer’s usage.”
Ramos says the program is in demand, noting that it originally launched about 8 years ago and now has over 2 billion dollars under contract. The new model offers even better economic opportunities for partners.
“In the new model, they’re actually earning rebates up front when they sell infrastructure to their customers, but they are also adding annuity streams on top of that,” he said.
Watch CRNtv’s video for more of Ramos’ interview.