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Leslie Maher: GreenLake XaaS Pivot Is An HPE Channel ‘Differentiator’

HPE Channel Chief Leslie Maher says that helping partners pivot to an Everything-as-a-Service model with GreenLake is a partner 'differentiator' for HPE.

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Hewlett Packard Enterprise North America Channel Chief Leslie Maher said that helping partners pivot to an Everything-as-a-Service (XaaS) model with GreenLake is a partner “differentiator” for HPE—a longtime channel stalwart.

“GreenLake is not a product sale,” said Maher in an interview with CRN. “GreenLake is actually a business model change as well. We are working really closely with our partners to help them transform to be able to transact business in an as-a-service consumption model.”

HPE’s hand-in-hand work with partners on business model transformation is making a big difference for partners grappling with everything from sales training and compensation to recurring revenue managed services in a pay-per-use model, said Maher.

“We are working with the channel as true partners to help them transform with us,” said Maher. “That is a differentiator for us as we look at why partners are coming with us on this journey. We are doing this with them hand in hand.”

The HPE channel transformation is taking hold. In HPE’s last quarterly report, GreenLake orders through the channel were up a whopping 326 percent.

Powering the GreenLake recurring revenue as-a-service transformation is a robust 17 percent up-front rebate for partners completing GreenLake deals and the highest 5X multiplier in the HPE partner compensation incentive program on those deals.

The 17 percent up-front rebate and 5X multiplier allow solution provider sales reps to be fully compensated up front on the multiyear GreenLake deals just as if it were a traditional big-budget capital expenditure IT purchase. Another key to GreenLake sales growth: the ability for partners to add their own recurring revenue managed services to the GreenLake offers.

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