Data center News

CRN Exclusive: CEO Neri On HPE's 'Industry-Leading' Partner Program, Dell EMC's 'Confusing' Storage Lineup, And HPE's Spectre-Meltdown Response

Steven Burke

Neri On HPE's Channel Leadership

Hewlett Packard Enterprise CEO Antonio Neri said the company's "industry-leading" partner program is driving channel sales momentum.

"Our Partner Ready program is the industry-leading program for channel partners," said Neri. "It is stable. It is predictable. Think about our competitors -- they keep trying over and over, they keep flipping the programs. More rebates here. Less rebates there. Invest here. Move there."

Neri said the HPE Partner Ready program is providing the company with a big advantage in the sales trenches against rival Dell EMC.

"The channel knows they can make good money with HPE in every aspect of our business," he said. "Dell has come out with new incentives in certain areas of the portfolio but they are taking away from other areas of the portfolio. So from my standpoint, I think there is confusion and skepticism out there [with regard to the Dell channel program]."

Neri's comments came after HPE delivered blockbuster quarterly results well above Wall Street expectations with a whopping 24 percent increase in storage sales; a 27 percent increase in networking sales; and an 11 percent increase in compute/server sales.

HPE shares were up 10 percent, or $1.60 per share, to $18.02 Friday after the company reported first-quarter non GAAP diluted net earnings per share of 34 cents on sales of $7.7 billion. That was well above the Wall Street consensus of 22 cents per share on sales of $7.07 billion.

Neri thanked HPE partners for the quarterly sales performance, with sales out through partners up year over year in every segment of the business and called on partners to "double down" on their HPE investments.

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