2021 Channel Chiefs: The 50 Most Influential

Aruba, a Hewlett Packard Enterprise Company

Donna Grothjan

VP, Worldwide Channels

Grothjan has led Aruba‘s efforts to transform the company’s partner base to enable the delivery of XaaS/NaaS offerings. That has meant transforming all aspects of the partner operating model, from partner go-to-market strategy to partner enablement and sales capabilities.

In 2020, under Grothjan’s leadership, Aruba introduced the new Partner Ready for Aruba MSP program and has continued to make enhancements to that program in the new year to address partners‘ changing needs. Aruba, for example, introduced the ability for MSPs to purchase hardware and software as a subscription so they are not tied to a lease, allowing them to free up capital for other critical investments. The company also drafted comprehensive partner training programs and sales enablement materials to help ensure that partners can bring the latest innovations to their customers.

Grothjan has seen “a definitive shift in the channel landscape” in the past year with partners providing more managed and “as-a-service” offerings. She said partners using multiple business models appear to be the norm today, as opposed to relying on a single go-to-market model, and they are evolving away from the traditional resale model.