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HPE Global Channel Chief Samuels On Removing Layers, Making Decisions Faster, Synergy's Impact On VMware, And Why Competitors Are 'Scared' Of HPE

HPE Global Channel Chief Denzil Samuels speaks with CRN about the new flattened single channel and alliances organization, the effect on partner margins, Synergy's impact on VMware, and the competitive landscape.

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Driving Faster Decision-Making And Higher Margins For Partners

Hewlett Packard Enterprise Global Channel Chief Denzil Samuels says the company's new combined channels and alliances organization is set to drive faster decision-making and bigger margins for partners.

"My message to partners is we are going to be able to make decisions with you a lot quicker, whether that decision is a turnaround time for a price quote, strategic outreach to areas, or white space we need to go after or escalation of issues," said Samuels, who is heading up the new channels and alliances organization. "We have removed layers."

Under the restructuring, HPE has combined all indirect organizations (value-added resellers, channel programs/operations, big systems integrator alliances, the big India six alliances, the top ISV alliances, Internet of Things alliances and OEM alliances) under a single channel and alliances organization headed by Samuels, who reports to HPE Enterprise Chief Sales Officer Phil Davis.

"We are going flat and we are going to expand what indirect means and we are going to have it under one umbrella – one partner program," said Samuels. "That is going to drive value and greater margins. As we shift from volume to value, it is going to drive greater margins for partners and better outcomes for customers."

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