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HPE Partner Ready: 8 Things You Need To Know To Succeed In 2020

Hewlett Packard Enterprise launches its new Partner Ready program aimed at driving GreenLake pay-per-use and SMB sales growth for fiscal year 2020.

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Partner Ready Program For The As-A-Service Era

Hewlett Packard Enterprise is doubling down on both its GreenLake pay-per-use offering and on capturing a bigger slice of the SMB pie in fiscal year 2020.

On the GreenLake front, HPE is keeping GreenLake sales compensation at the top of the pyramid with its 17 percent up-front rebate.

HPE also is doubling the number of sales specialists focused on helping partners close GreenLake pay-per-use deals; rolling out a GreenLake Quick Quote tool that dramatically reduces the time it takes to do sales quotes from days to minutes; and introducing a new GreenLake competency.

On the SMB front, HPE is adding new sales resources, including an expanded inside sales team, and has instituted a new instant pricing model for SMB partners for deals priced under $100,000.

“We continue to have the most attractive program in the marketplace,” said HPE Vice President of Worldwide Partner Programs and Operations Jesse Chavez in an interview with CRN. “GreenLake and SMB are the biggest opportunities in fiscal year 2020. I think that is where we will see the growth. The overall margin profile is going to be higher in those particular areas.”

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