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Keith White On GreenLake’s Big ‘Leap Forward’ And Why HPE Is ‘Miles Ahead’ Of Dell Apex

Steven Burke

HPE executive Keith White says the blockbuster new release of GreenLake is a big leap forward with a far more “holistic” set of solutions than rival Dell Technologies’ Apex as a service.

How big a leap forward is this new unified GreenLake experience that HPE is providing with the latest advancements and enhancements?

It is significant. People don’t want to spend a bunch of time in the platform—they want the platform to do all the work for them. They want it to be automated, self-serve. The great thing that I love that we have done as a company is we have made the platform truly partner-enabled and very partner-friendly. That gives partners the ability to quote what they need to, price and invoice what they need to, integrate into their marketplaces, and to provide their additional value-added services or managed services on top of that. All of that built into the platform with an easy set of APIs to plug into that makes it extremely partner-friendly so that partners can take advantage of what GreenLake has to offer for all of their customers. That is the leap forward.

It is important to note that we did this with our partners. This was not Keith and [HPE CTO] Fidelma [Russo] in the backroom [putting this together]. We were partnering closely with the technical leaders at TD Synnex, Ingram, Arrow and a variety of our managed service providers to say, ‘Here is what we are implementing, how does this work for you? How do we make it useful and easy for you?’ That is key. That is why we call it a ‘partner ecosystem.’ This is a partnership. We do this together.

We’ve updated our Quick Quote tool. We are now on version 6.0. All of the feedback and all of the changes were directly attributable to our partners telling us exactly what they needed to help accelerate the business.

This [new GreenLake] platform just opens up new opportunities as we think about customers and their digital transformation and their push to understand what is their cloud strategy, data strategy and edge strategy. Our partners are critical to implementing all of these things. And this platform gives them now the foundation to create new relationships with customers, deeper relationships with customers where they are having a strong back-and-forth partnership. So we are moving out of that transactional world and much more into how do we become a business partner with customers.

Nearly 100 percent of everything we implement has some aspect of the partner ecosystem connected to it. It might be an ISV like an SAP or a Nutanix or a Citrix. It might be a system integrator whether that is an Infosys, Wipro, Accenture or Advizex. It might be a reseller, distributor or managed service provider providing that solution. Nearly 100 percent of the time these services are partner-delivered and integrated.

 
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