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7 New Ways To Make Money Selling HPE GreenLake

Steven Burke

During what it is calling GreenLake Day, Hewlett Packard Enterprise unveiled a number of new GreenLake cloud services offerings including standardized virtual machine blocks for 100 VMs with an option for backup as a service.

Transformation Is ‘Not An Option Anymore, It’s An Imperative’

Hewlett Packard Enterprise Head of Worldwide Partner Sales George Hope says it is vital that partners accelerate the move to the GreenLake on-premises cloud services model.

“Transformation is not an option anymore, it is an imperative,” said Hope of the massive channel shift to an everything as a service pay per use model. “It is forcing everybody to respond. The pandemic has brought it right to our doorstep. It has forced fundamental changes in the business model. Even in the SMB and midmarket space - which is a big opportunity for the partners- companies have to transform to survive. GreenLake helps partners help customers!”

Hope’s call to action came with HPE highlighting the power of the on-premises cloud services GreenLake model in what it called a GreenLake day webcast.

Overall, GreenLake cloud services sales in the most recent quarter through the channel were up 116 percent year over with the number of active partners up 62 percent, said Hope.

The GreenLake indirect mix – which was in the single digit range several years ago – is now at 29 percent, up 11 points year over year, said Hope.

HPE’s Silver medallion and proximity partners grew their share of the GreenLake business by 29 percent in the most recent quarter compared to the year ago quarter, said Hope.

“As we continue to focus GreenLake on some of the workloads that are attractive to the midmarket partners, there is even more opportunity for our partner community,” said Hope.

To fuel the GreenLake sales charge, HPE has maintained its 17 percent robust up-front rebate for GreenLake channel deals and has added GreenLake business planning workshops aimed at helping partners move to the pay-per-use, consumption-based GreenLake sales model.

The number of partners selling GreenLake is on the rise as HPE makes it “easier and more profitable” for partners to sell the on-premise cloud consumption based service, said Hope.

 
Learn More: Cloud Software
Steven Burke

Steve Burke has been reporting on the technology industry and sales channel for over 30 years. He is passionate about the role of partners using technology to solve business problems and has spoken at conferences on channel sales issues. He can be reached at sburke@thechannelcompany.com.

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