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HPE's Scott Ramsay On The Secret To GreenLake's 300 Percent Channel Sales Growth Rate

Scott Ramsay, global vice president of HPE GreenLake, says the 300 percent growth in HPE GreenLake channel sales in the most recent quarter is being driven by HPE's unmatched investment in the channel pay-per-use model.

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The 'Only Game In Town'

Scott Ramsay, global vice president of the Hewlett Packard Enterprise GreenLake pay-per-use business, said HPE is the "only game in town for a true on-premise consumption model" being sold through its channel partners.

"There are a lot of leasing models from a variety of our competitors," said Ramsay. "I am absolutely convinced there is no one else in the market offering the channel this today. I suspect that will change, but for now we are the only game in town for a true on-premise consumption model sold through the channel."

One of HPE's channel differentiators is a robust 17 percent rebate up front on the GreenLake pay-per-use deals so that partners make the same amount on a GreenLake deal in year one as they would on a traditional Capex deal.

"In year one, partners make at least as much money as they would on a Capex sale," said Ramsay. "Every subsequent year they are making more than that. A typical GreenLake deal doubles. As a rule of thumb, partners are going to make double [the initial deal]. If the customer grows faster, they'll make more."

Key to HPE's success with GreenLake is the ability to leverage its enterprise application workload knowledge to actively manage capacity for customers, said Ramsay. "Understanding that and doing that effectively is how you eliminate over-provisioning," said Ramsay. "That is how customers save a huge amount of money."

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