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HPE Coronavirus Relief: 6 Steps To Help Channel Partners

Hewlett Packard Enterprise Worldwide Channel Chief Paul Hunter speaks with CRN about the financial help HPE is providing to get the channel through the economic maelstrom created by the coronavirus pandemic. Here are six steps HPE is taking to help partners increase sales and profits.

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Suspending Revenue Thresholds For HPE, Aruba Through 2021

Both HPE and Aruba have suspended partner revenue thresholds in the wake of the pandemic.

The revenue threshold relief ensures partners will stay at the same level in the two Partner Ready programs for 2021 even if they do not meet revenue commitment levels.

“Partners are facing an uncertain trading future for the next six months and they don’t want the additional uncertainty of not knowing what threshold they are going to be and what membership tier they are going to be in for 2021,” he said. “One of the foundations of our relationship with our partners and our program is establishing the principle that they can invest in the long term with us.”

Hunter said it is crucial that partners continue to invest as they transform their business and customer relationships for an as-a- service future. “It is difficult for them to do that if they can’t plan for the year ahead, so we made the decision to suspend the revenue thresholds for this year,” he said.

All Platinum, Gold and Silver partners will retain their current membership tier benefits even if they do not meet revenue commitments, said Hunter. “It just helps reduce the ambiguity and uncertainty that partners are facing,” he said. “That in turn helps them make investment for the medium and long term and also helps them concentrate on the short term—capitalizing on situations where IT is critical.”

At the same time it is suspending revenue thresholds, HPE is stepping up training and certifications with a prime focus on the GreenLake pay-per-use consumption portfolio, said Hunter.

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