HPE’s Partner Ready Vantage Differentiator: Letting Partners Play In The Complete Customer Life Cycle

HPE’s new Partner Ready Vantage program lets partners participate in the entire customer services life cycle, a big differentiator versus competing as-a-service models, said HPE Vice President of Worldwide Partner Programs and Operations Jesse Chavez.

“Our program recognizes that a partner participates in the entire life cycle, unlike other programs that you have seen in the marketplace,” said Chavez.

Providing partners a framework to participate in the full customer life cycle from landing the deal to adopting and implementing to expanding with additional cloud services and finally to renewing the customer relationship is a central tenet of the new ecosystem program, said Chavez. “We are going to reward partners for the customer life cycle whether it is land, adopt, expand or renew,” he said.

“Partners have to build out their skill sets to be able to deliver that customer lifetime value,” said Chavez. “At the end of the day, a partner wants to acquire the customer but they want to own them for life. They want to have a relationship for life.”

HPE has won high praise from partners for providing a partner-led Everything-as-a-Service sales motion that is aimed at driving recurring revenue for partners.

The HPE ecosystem program is designed to spark partners to offer their own intellectual property and branded services on the GreenLake cloud platform, said Chavez. “Having the partners delivering their own branded services on top of GreenLake is going to be the key as we go forward,” he said. “We have to recognize those partners that can actually deliver their branded services on top of GreenLake.”