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5 Ways HPE Is Helping Partners Drive GreenLake Sales: George Hope

Here is a look at five ways Hewlett Packard Enterprise Worldwide Channel Chief George Hope says the edge to cloud Platform-as-a-Service powerhouse is helping partners drive GreenLake cloud services’ sales growth.

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GreenLake Sales Enablement

First of all, we are training our primary sellers on how to have that [GreenLake business outcome, consumption-based] conversation because it‘s a critical conversation. It’s a game-changing conversation whether it leads into our SMB and midmarket strategy or into our storage strategy.

Being able to make it easier for customers to transform digitally is what we do. [HPE President and CEO] Antonio [Neri] talks about it a lot—the pandemic has brought the future to us.

We have been talking about this [edge-centric, cloud-enabled and data-driven] moment for the last couple of years. Being edge-centric, cloud-enabled and data-driven has been Antonio’s mantra for two years. The vision has become a reality overnight with COVID-19. People are having to respond quickly to this new normal. The ones that respond will have a better chance of surviving than the ones that don’t. It isn’t optional anymore. It’s an imperative.

We are ramping up to take [partners] on this digital journey. We are taking them on this digital journey at their pace. We are not expecting everybody to convert every workload to as a service. But we want them to know what is available. We want to bring this cloud to them, have them see the value in it and then realize they can continue to move workloads to it.

To ramp up for it we are enabling our [partners] to have those conversations. We [have also] created a specialty organization that they can rely on to bring into accounts to have further conversations.

I am doing the exact same thing with the [HPE] partner business managers and the distribution business managers. They have to own this message and they have to be able to manage customers through partners.

So as we look out at the space, we need to leverage the partners as enablers to take this message to market and collectively help these customers.

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