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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 committed are you to profitability leadership versus the competitors?

I am committed to making sure our partners are the most profitable. Our whole mindset is how do we go through and with our partner ecosystem to deliver these to our customers. To do that, we have to not only provide them with the most profitability, we have to provide them with the tools and resources required to be successful. That is why I am talking about workshops, QuickQuote tools and SWIFT programs. We also have to make sure that we are continuously listening to our partners. We have our Partner Advisory Council that educates us on a regular basis on what are the top challenges and issues facing them.

How big is the GreenLake channel investment for the new fiscal year?

We are tripling our channel investments and going from zero to a large number of inside sales resources at a worldwide level.

I expect us to pay out even more of the [GreenLake 17 percent up-front rebate] incentive that we talked about. As more and more of our business flows through the channel, that will increase as well.

So we’re making a significant investment in the channel both with incentives and resources on the GreenLake front.

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