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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 big an impact do you expect those investments to have on the channel?

It’s massive. What we are learning is that as we move to the as-a-service world the customer expectations go up dramatically. We have talked about the cloud expectations that customers have from the public cloud. But at the end of the day what they want are solutions that provide business outcomes for them to be even more successful.

In a COVID-19 world, customers don’t have as much revenue coming in. They need to conserve their cash flow and make sure they are not overspending up front for the [business] outcome at the end. So there is a really a key focus on cash flow, ROI and [business] impact. .

What that means is with these services we have to do this with our partner ecosystem—the people delivering these services for us. With respect to the channel, this is how we scale GreenLake to more and more customers.

And remember, this is not a one-time sell to these customers. Once partners have landed GreenLake within an account, then they expand it with the next project, the next solution and the next capability that is required.

That is where we are seeing the excitement from partners. They are seeing that once they get a customer in with GreenLake, there is more and more on top of that.

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.

 
 
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