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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.

How long have you been working on the new GreenLake ecosystem channel program?

We have been working on a three-year vision. We started that probably about 18 months ago. We continue to revise it and enhance it.

With the trends that we were seeing we knew we were going to need to start to take a look at what we needed to do different from a partner perspective.

What we wanted to put together is a three-year vision. We wanted to share that with the entire company with regard to what we are trying to do from a partner perspective. We wanted to broadcast exactly what is the three-year vision and what is the partner experience that we wanted to go deliver on.

What is key as you look at the three-year vision?

I am trying to get everybody to move away from classifying partners as partner types: being a solution provider and put in that box, or an SI and being put in that box, or being a developer and ISV and being put in that box. At the end of the day, partners are going to have multiple personas as we go forward and multiple business models to support that. That is going to be a critical piece that we need to start recognizing. It is not about what they are called but what they do. They either embed, they build, they provide services, they are selling, they integrate. It is more of the vebs we are moving to versus the classifications we give partners. That’s one key thing you’ll start seeing from a program perspective that we are trying to recognize.

 
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