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CEO Antonio Neri On Why HPE ‘Outperformed’ Dell, Cisco

'We outperformed every single competitor,' says HPE CEO Antonio Neri. 'Everyone that was put in front of us we beat them this quarter. Cisco was down. Arista was down. Juniper was down. Ruckus was down. Ubiquiti was down. We were the only one that had a plus in front of it.'

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What is going on with regard to competing against Dell and the numbers that you are posting with the channel?

I think we have done a lot of work in simplifying the portfolio and enabling the partners with better pricing, better programs. This has been a work in progress for some time. But obviously a component of that compute goes with GreenLake. It is not about selling just transactional business. Partners sell compute as part of our GreenLake offer, which means there is a point of differentiation there.

You know ProLiant, Synergy or SimpliVity are best-in-class products to begin with—the most secure infrastructure on the planet. So we have a very strong value proposition and simplicity at the product level, then we have a multiplier, which is HPE GreenLake. Then we have the best-in-class channel partner program. The combination of these three things together helps us to have momentum against Dell.

For us it’s about continuing to do these things, bring the innovation partners are looking for and then continue to pivot with the partners in these new business models, which are important and critical for us as we go forward.

 
 
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