New HPE North America Head Of Partner Sales Phil Soper: ‘This Is Not Your Grandfather’s HPE’
New HPE North America Head of Partner Sales Phil Soper, who is heading up a new combined US and Canada Channels & Ecosystems organization, is promising new incentives aimed at driving the GreenLake cloud services partner transformation.
Soper Pledges Innovative New Incentives To Drive Partner Transformation
New HPE North America Head of Partner Sales Phil Soper is promising innovative new incentives aimed at driving the GreenLake cloud services partner transformation.
“This is not a traditional channel chief (job),” said Soper in an interview with CRN on his first day on the job. “ I would tell you that the funding that we use can’t be traditional funding. We have to look at ways that we can take that funding model and be creative to help some of these partners build practices, things like funding assessments for customers, which gets the digital transformation strategy discussions started.”
Soper said that new funding will be critical to helping both new born-in-the-cloud partners and traditional partners grow their GreenLake practices.
“I think there is an opportunity for us to transform the investments and how we invest in our partner ecosystem as well (to drive the GreenLake channel transformation),” he said. “Having some experience in working with a hyperscaler in a previous life, I know the funding vehicles that are important.”
Soper said that he is going to move quickly to build a born-in-the-private cloud ecosystem. “There is a great opportunity to develop, co-develop and collaborate on a digital transformation strategy that has our edge to cloud platform as its centerpiece,” he said. “For those that are not currently HPE ecosystem partners we are going to be engaging with them as quickly as we can to talk about how we create that born in the private cloud ecosystem.”
Ultimately, Soper said he will measure his success in the new job on the pace of transformation that takes place on his watch.
“It is not only the traditional partners who are challenged to make that transformation,” he told CRN. “There are also as (HPE North America Managing Director) Paul (Hunter) said some of the born-in-the-cloud partners that we are not talking to. This is an opportunity for us to expand our ecosystem. It is not only about bringing those traditional partners to see the opportunity, but also attract a whole new set of ecosystem partners that are excited about our edge to cloud platform.”