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HPE Is ‘Years Ahead’ Of Competitors In Everything- As-A-Service Channel Battle: HPE GreenLake GM Keith White

‘I have huge expectations for the channel in fiscal year 2021, but I am also going to put our money where our mouth is and make sure they have the resources, tools, enablement, incentives and people to help them be successful,’ says White.

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How important is the new executive talent you are adding in terms of driving GreenLake momentum?

Paul Hunter is now our leader in North America. Having his strong understanding of the channel and how it works effectively is going to be key. Our partnership is important as we develop the next-generation partner ecosystem with GreenLake. Having him there to implement that is going to be fantastic.

I also brought in my own channel chief—[HPE Vice President Worldwide Channel Go To Market/Channel Sales] Greg Stafford —who has been leading our [worldwide] channel sales organization. To build out the ecosystem Greg is partnering with [HPE Vice President Partner Ecosystem for GreenLake] Maurice Martin, who came over from Microsoft. He was instrumental in building out the Azure business and the Azure ecosystem. We are excited to have that expertise to drive that from a worldwide standpoint.

We also added [HPE Vice President Worldwide Sales] Arwa Kaddoura, who leads up our go to market and sales organization worldwide. She also came from Microsoft. She is lighting the go-to- market model on fire.

Bringing together sales and the ecosystem is a one plus one equals three scenario.

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