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Rewarding Partners For GreenLake ‘Land, Adopt, Expand or Renew’: HPE’s Jesse Chavez

Steven Burke

HPE’s new everything-as-a-service ecosystem program rewards partners for the full customer lifecycle with incentives for ‘land, adopt, expand or renew,’ says HPE Vice President Jesse Chavez, a key architect of HPE’s new everything-as-a-service ecosystem channel program.

An As-A-Service Program That Rewards Partners For Entire Customer Lifecycle

HPE’s new everything-as-an-ecosystem program lets partners participate in the entire customer services lifecycle with an aim to reward “land, adopt, expand or renew,” said HPE Vice President of Worldwide Partner Programs and Operations Jesse Chavez.

“Our program recognizes that a partner participates in the entire lifecycle – unlike other programs- that you have seen in the marketplace,” said Chavez.

Providing partners a framework to participate in the full customer lifecycle from landing the deal, to adopting and implementing, to expanding with additional cloud services and finally to renewing the customer relationship is a central tenet of the new ecosystems program, said Chavez. “We are going to reward partners for the customer lifecycle whether it is land, adopt, expand or renew,” he said.

“Partners have to build out their skill sets to be able to deliver that customer lifetime value,” said Chavez. “At the end of the day a partner wants to acquire the customer but they want to own them for life. They want to have a relationship for life.”

The new program does not yet include new incentives but is rather the starting point of a three year “North Star” vision and framework for the GreenLake ecosystem, said Chavez. He said the program will be rolled out in phases, HPE said, with the first details coming at the start of HPE’s new fiscal year on November 1.

In the meantime, HPE is maintaining what it calls its industry leading Partner Ready program for the foreseeable future with traditional robust GreenLake incentives like the 17 percent upfront rebate on GreenLake deals.

The GreenLake ecosystem channel program is centered around building, embedding and providing services and business outcomes with GreenLake rather than selling hardware solutions, said Chavez.“We are the edge to cloud platform as-a-service company and we are now introducing an edge-to-cloud partner program,” said Chavez.

 
Steven Burke

Steve Burke has been reporting on the technology industry and sales channel for over 30 years. He is passionate about the role of partners using technology to solve business problems and has spoken at conferences on channel sales issues. He can be reached at sburke@thechannelcompany.com.

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