2017 Cloud Partner Programs Guide Details

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Hewlett Packard Enterprise
HPE Partner Ready Gold Cloud Builder Specialization

U.S. Headquarters3000 Hanover Street
Palo Alto, CA 94304
U.S. HQ phone number(650) 857-1501
Year Company Founded1939
CEOMeg Whitman
Worldwide Channel ChiefDenzil Samuels
TitleSVP, WW Indirect Sales
Date Began Serving In This Role1/1/17
North American Channel ChiefScott Dunsire and SMB Sales
TitleVP & GM, Americas Channel Sales
Date Began Serving In This Role1/1/15
North American Cloud Channel Program ManagerLynne Lewis
TitleWorldwide Channel Development
Email Addresslynnel@hpe.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2013
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.Hybrid cloud is a catalyst for IT transformation. It improves efficiency, accelerates delivery of apps and services, and enables flexibility to combine the right mix of preferred cloud delivery models and existing on-premises infrastructure best suited to the organization. HPE Helion hybrid cloud solutions provide simplicity, security, governance and speed to support transformation to hybrid infrastructure. The Partner Ready Gold Cloud Builder Specialization enables partner profitability with incremental upfront cloud solution discounts, deal registration, sales incentives and financial services. Demand-generation activities include co-marketing investments, leads/opportunities, marketing campaigns and assets, thought leadership content, Partner Marketing Managers, Marketing Service Agencies and the Partner Locator. Sales and Marketing enablement includes comprehensive cloud certification, partner and partner/customer conferences, hybrid cloud and product training, and the HPE Partner Ready Portal. To achieve the Cloud Builder specialization, partners must demonstrate Cloud expertise in two primary ways: professional certification of 4 sales employees and 1 technical employee; and eligible Cloud Software sales (thresholds differ by region globally). Cloud Builder Specialization includes a certification of Sales and Technical employees at the partner and enables partners to fuel their own growth and capture share by selling the industry leading private cloud solution, HPE Helion CloudSystem.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.HPE prepares partners for the shift to cloud with comprehensive enablement in the form of certifications, assessments, marketing, sales and technical resources and tools. Partners are able to capitalize on a high growth market and evolution to new business models enabled by cloud with financial incentives for selling the HPE Helion cloud portfolio. In addition, partners will easily be able to generate demand by expanding their customer list through the HPE Helion cloud portfolio and marketing investments, tools and resources.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?N/A
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Hosting
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Migration
Cloud Security
Professional Services, Containers, Flexible Pay as You Go Options
In what areas does your company currently have a Public Cloud Service?
Do not offer a Public Cloud Service
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
We have third party workload assessments and analysis to enable optimal decision around mix of private and public cloud and vendors.
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Business transformation training or consulting (focused on financial, organization or sales/mktg. changes required to succeed with the cloud)
Sales transformation training
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
Cloud specific ROI or TCO calculator tools to be used with end-users
Sales playbooks or prospecting guides for cloud solutions
Authorized training center authorization or status for your cloud-focused curriculum
Third party customer assessment to enable solution sales approach
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
Appointment setting, Cloud marketing digital and social media campaigns and assets, Marketing Service Agencies, Partner Marketing Managers, Executive Briefing Centers, HPE event featured exposure, f
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Special financing or leasing of equipment for Cloud Builders or Service Providers
Internal-use product or licenses (discounted or free)
Loyalty programs or SPIFs
Rebates (specific to cloud sales or deployment success)
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?No
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Actively transacting partner
Certified/accredited sales staff
Reseller certificate
Revenue commitment
Technical certification requirements
Technology specialization
Valid website
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