HPE President Neri On Dell EMC's Server-Storage Trade-Off, Cisco's AI Strategy, Compensation Changes, And The 'Massive' Partner Opportunity Ahead


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Time To 'Double Down' On HPE

Hewlett Packard Enterprise President Antonio Neri says the dramatic sales changes prompted by the Next restructuring initiative make it the perfect time for partners to "double down" on the $28 billion company.

"This is a great time for partners to double down on HPE," said Neri in an interview with CRN after he detailed the Next plan, along with a stepped-up charge into Intelligent Edge and hybrid IT markets, during a meeting with securities analysts. "We are a much more focused company. We have been and continue to be a channel-led company. We are extending the ability for partners to increase their coverage because of a geographic coverage focus [shift that moves HPE's direct sales reps out of 84 countries in favor of a channel-led model]."

Neri's comments came after HPE said it was dramatically revamping its internal compensation by reducing the number of sales plans from 400 to 25; launching a channel-only sales strategy in a number of global markets; and eliminating 40,000 product configurations in its volume and value server businesses.




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