Rewarding Partners For GreenLake ‘Land, Adopt, Expand or Renew’: HPE’s Jesse Chavez
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 big an impact is this going to have on the channel’s ability to accelerate everything-as-a-service and drive GreenLake recurring revenue?
From my perspective I think the fact that we are now coming out with offers that get partners to scale and offer more as a service is a big key piece of this along with the fact that partners can build services on top of GreenLake.
The fact that partners can go into new markets with their offers now through the program I think is going to be key. Everybody right now is pushing for ARR (annualized recurring revenue and annualized run rate).
We are THE on premise as a service offer. We are the edge to cloud platform-as-a-service company and we are now introducing an edge to cloud partner program. Partners can participate through all of that. At the end of the day what we are doing now is opening that market for them so we can recognize their expertise.
So what is the call to action for partners as you bring to market the new ecosystem program?
Build your services and expertise on GreenLake as a service and be recognized for that. As we come out with new commercial terms of the program in the future we will reward you for the customer lifecycle whether it is land, adopt, expand or renew.