A GreenLake Cloud Marketplace Revolution
Hewlett Packard Enterprise is going wider and deeper with its GreenLake channel sales offensive through tight API (application programming interface) integration with distributor cloud marketplaces.
“We are expanding into those marketplaces with API (Applications Programming Interface) support so partners can config, quote, buy and invoice in those marketplaces,” Hope told CRN in an exclusive interview. “We are on the path to making that a better experience. That creates an opportunity for partners of all sizes and shapes to get that simplified experience. This is a great entry point for partners to GreenLake. You’ll see some enhancements to the GreenLake Quick Quote process with a couple hundred SKUs that will be available in the cloud marketplaces through distribution.”
The tight API integration with the cloud marketplaces of the top four global distributors – TD Synnex, Ingram Micro, Arrow Electronics and ALSO Group- opens the GreenLake platform to more than 100,000 partners, said Hope. The cloud marketplace charge comes with a blockbuster new release of the GreenLake edge to cloud platform.
The distribution cloud marketplace presence, partners said, is just one more example of HPE’s significant lead over other legacy infrastructure providers in the everything-as-a-service channel race.
“This is huge,” said Hope. “There are hundreds of thousands of partners in and out of these marketplaces everyday. If you are going to hang your cloud shingle you need to hang it in the cloud marketplaces. You need to go where partners are buying cloud.”
The GreenLake distribution cloud marketplace advance comes with GreenLake channel sales up 115 percent in the most recent quarter.
HPE GreenLake is gaining more traction in the midmarket with Silver and business partners driving GreenLake sales with the help of distributors, said Hope.
HPE Silver and Business partner GreenLake sales represented 49 percent of orders in the most recent quarter, up 23 points in the last year. That is the result of expanded collaboration with HPE distributors. The number of GreenLake sales through distribution was up 112 percent year over year.
Besides the cloud marketplace API integration, HPE is working hand in hand with partners to integrate their own services into GreenLake via APIs. That is another big differentiator between HPE, legacy infrastructure providers and even public cloud providers.
“This is all about the ability for partners to wrap their services around GreenLake,” said Hope. “They can build their services around GreenLake using APIs and building out their own services’ capabilities to drive GreenLake.”
Hope said a number of top partners are leading with their own intellectual property (IP) in a powered by GreenLake model that is driving big recurring revenue gains for those players and higher valuations of their businesses.
“The more resellers can pivot to ARR (annualized revenue run rate – a recurring revenue model) the more valuable they become,” said Hope. “We are helping them on that journey. GreenLake drives higher valuations. So if you want to your company to be worth more you need a higher percentage of recurring revenue. We give you the opportunity to do that.”