Growing The GreenLake Channel Partnership

Hewlett Packard Enterprise GreenLake General Manager Keith White says partners can expect more investments to drive GreenLake sales growth including more lead-generation and co-selling.

Even with a significant lead and competitors in “early days” of as a service, HPE is putting its foot on the gas and accelerating its edge to cloud platform as a service partner commitment, said White, who has built a broad GreenLake ecosystem since joining HPE from Microsoft 19 months ago

“The (as a service partner) pivot is going to continue,” said White, a 16 year Microsoft cloud sales veteran who helped propel big Azure sales growth. “It is going to deepen and it is going to expand so that we can make sure we continue to accelerate growth together. It is all about joint growth but it is also about solving these business problems for our customers. When it is HPE plus our ecosystem one plus one equals three.”

White pledged that HPE will continue to grow the channel partnership with new incentives, and “much more much more co-selling so that we can help support them as they continue to build out and grow their business.”

The expanded partner commitment comes with HPE unleashing a new wave of GreenLake ecosystem partnerships at this week’s HPE Discover Virtual conference. That includes GreenLake industry solutions for medical records with Epic; high transaction financial services payments with Lusis and risk management with Splunk. Other partnerships include an HPE GreenLake for Microsoft Azure Stack HCI and Microsoft SQL Server.

“We have significant momentum,” said White. “I really see us accelerating. We are going to showcase it at Discover. You are going to see a number of announcements that show the vast transformation just in the 18 months that I have been here. Even the 12 months during the pandemic with all the changes and challenges that happened we delivered new cloud services and capabilities. We are delivering Lighthouse. We are delivering Aurora. We are delivering joint partner solutions for our customers. The momentum is dramatic.”

White credited HPE CEO Antonio Neri for getting the entire company behind the HPE GreenLake on premises cloud services charge. In 2019, Neri pledged to have that the entire HPE portfolio would be available as a service.

“Frankly Antonio has the whole company pivoted now,” said White. “So I see nothing but foot on the gas on the straightaway right now!”