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How HPE Is Using AI, Automation To ‘Accelerate’ Partner Sales Growth: George Hope

Hewlett Packard Enterprise Worldwide Channel Chief George Hope says the company is using AI and automation in a bid to help partners ‘accelerate’ sales growth in the SMB and midmarket.

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Is there anything you are doing to incent partners to sell both GreenLake and Aruba?

It is all there. GreenLake is a motion in which partners will be rewarded significantly regardless of whether it is storage GreenLake, compute GreenLake, Aruba GreenLake. Anything that goes out as a service is all bundled into the benefits that the partner gets for selling as a service. It is not distinguished. If you embrace the motion and the [pay-per-use on-premises cloud] experience and create that with the customer, the entire portfolio can get rolled into that and you get paid on the whole thing.
So do partners get paid the 17 percent on the Networking as a Service with Aruba when you do a GreenLake deal?

Whatever gets delivered as GreenLake falls into that [17 percent up-front rebate] category. So you as a partner the more you can put into that bucket the more lucrative this thing gets for you.

What are you seeing in the midst of the pandemic with regard to the financial health of the channel going into the new fiscal year?

One of the challenges that customers are having responding to this is that with the uncertainty there is some reluctance to spend money. In some cases, they don’t have the money. The liquidity isn’t there. Through HPE FS [Financial Services] we have the unique ability to create capacity to invest. So if you want to go on this digital journey with us and you don’t think you have the financial capacity to do it, [we can help with HPE FS asset management services and funding]. If you have unused or stranded assets in your environment, then we can give you money for them. [That will] free up money to spend and double down on other things that are critical to your digital transformation. We have enabled a lot of customers that didn’t think they could do it to actually realize that vision.

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