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HPE On Why The Competition Can’t Keep Up With GreenLake

‘None of our competitors have an offering like GreenLake,’ says Terry Richardson, VP of North America Channels & Alliances at HPE. ‘Some have tried to imitate it because they understand the market traction. They know it’s what customers want, and more and more partners are talking about it.’

HPE’s consumption-based IT solution GreenLake was the talk of the conference at HPE Discover in Las Vegas.

Worldwide Channel Chief Paul Hunter called it a “shooting star” with off-the-charts channel sales growth and looking at the numbers that seems to ring true: In its second fiscal quarter, HPE booked more GreenLake channel business than it did all of last year. The solution, according to HPE, has attracted 600 customers with 400 partners selling it

“None of our competitors have an offering like GreenLake,” said Terry Richardson, VP of North America Channels & Alliances at HPE. “Some have tried to imitate it because they understand the market traction. They know it’s what customers want, and more and more partners are talking about it.”

Key to GreenLake’s success is the ability for partners to drive increased margins by adding on their own managed services

“We have 17 points of margin on the front end plus whatever they can build into the back-end through services and other elements of each individual customer on GreenLake, so we feel it’s really healthy profit wise,” said Chris Ogburn, VP of Global Marketing at HPE.

At Discover, HPE introduced two new GreenLake offerings: GreenLake for Midmarket and GreenLake for Aruba. It comes as HPE CEO Antonio Neri pledges to make the entire product portfolio as-a-service come 2022.

For more coverage, watch CRN’s video.

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