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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.

What does the new ecosystems program say about the margin potential for services?

Obviously as we all know the margins are not in hardware. That is becoming more and more commoditized, but obviously from as-a-service as we bring those things together selling solutions is the key and not selling the components is a way to increase the margins.

Having the partners delivering their own branded services on top of GreenLake is going to be the key as we go forward. We have to recognize the fact that those partners that can actually deliver their branded services on top of GreenLake but we also want them to deliver the experience we want from a customer perspective. We set the bar there. We want to make sure the partners delivering the services on GreenLake are meeting that bar.

What is the opportunity for advisors and influencers in the new ecosystem program?

Most companies have struggled with recognizing the fact that there are a bunch of advisors in the marketplace that are advising customers that don’t want to get involved in the transaction. Most programs the way they have been designed in the past is mainly transactional. At the end of the day we recognize the resell component but it is very hard to recognize the influence component. So we know there are a lot of influencers. When it comes to ass-a-service there are people that are born in the cloud don’t want anything to do with the hardware transaction.

Obviously the SIs (Systems Integrators) which are typically the ones that didn’t want to (resell hardware) in the past – although many of them are developing their own managed services and buying the gear – so there is a sell to motion there that we can recognize. But there is going to be an advisory component that we have to actually recognize.

 
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