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HPE’s Keith White: Dell’s Cloud ‘Can’t Compete’ With GreenLake

HPE GreenLake Cloud Services Business Group General Manager Keith White says that rival Dell simply cannot match GreenLake’s pay-per-use, public cloud-like experience.

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What is the call to action to partners to sell this and make sure it is easy for customers?

There are three things I would love for partners to do. The first is to continue to really push forward on what is that customer challenge. What is the problem the customer is trying to solve, what is the solution they are looking for and really deeply understand the workload or the solution as our customers go through their digital transformation and their modernization efforts.

No. 2 is leverage the tools we are providing. We now provide a tool called Quick Quote that basically lets them pick and choose these different building block components, choose the services that are required and that provides a quote to them very quickly. So we have a great tool for them to be able to utilize.

Third is really ensure they understand that customer need in-depth so that they can get that solution out to them very quickly. So understand what the challenge is, make sure they are using the tools that we require and then make sure that they deliver that quickly to the customer using these standard building blocks for these great new cloud service solutions that we have.

Will the 17 standardized offerings go through distribution?

Because we are pre-building these capabilities at the factory in North America, Europe and in Asia we have these ready to go for our distribution partners. So they are ready to take these configurations on in small, medium and large T-Shirt size-type scenarios and they are able to deliver those quickly to their customers.

This is really built for the channel. This gives them much more standardized opportunities to deliver these services such as virtual machines or containers or machine learning capabilities depending on what they want to deliver to their customer set. It gives them that flexibility today. So we are really excited about that.

I was on the phone with [Senior Vice President Strategy Innovation Cloud and M&A] Sergio [Farache] at Tech Data. He was just excited about what we are doing, what we are delivering and how we can partner more and work together. I am hearing great feedback from the partners already.

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