Search
Homepage This page's url is: -crn- Rankings and Research Companies Channelcast Marketing Matters CRNtv Events WOTC Jobs HPE Discover 2019 News Cisco Wi-Fi 6 Newsroom Dell Technologies Newsroom Hitachi Vantara Newsroom HP Reinvent Newsroom Lenovo Newsroom Nutanix Newsroom Cisco Live Newsroom HPE Zone Tech Provider Zone

5 Ways Cisco, Dell, Lenovo, HP And HPE Are Incenting Partners Around As-A-Service

‘You have to move out from that transactional approach where it is largely commodity-based and a very low margin to now where they start to layer in the services as part of it, it really changes that dynamic of the margin that partners make,’ says Gary Simms, vice president, Head of Americas Channel Programs & Enablement for Hewlett Packard.

1   2   3   ... 6 Next

As-A-Service Strategy

The largest IT vendors in the world are changing the way they incentivize the channel as partners are now often making stronger margins on As-a-Service solutions than they are on traditional resale.

“You have to move out from that transactional approach, where it is largely commodity-based and a very low margin, to now where they start to layer in the services as part of it -- it really changes that dynamic of the margin that partners make,” said Gary Simms, vice president, Head of Americas Channel Programs & Enablement for HP Inc. “We're trying to really ignite and influence that within the partner community that it's a game-changer in terms of your view on what you make and the control that now gives you over a customer.”

CRN gathered industry leaders from Cisco, Dell Technologies, Lenovo, HP and Hewlett Packard Enterprise for a roundtable discussion to learn what types of new incentives, tools and programs are being implemented in the channel to help drive services.

“We established a new category called VIP [Value Incentive Program] annuity and anywhere flexible consumption offers,” said Nirav Sheth, vice president, Partner Solutions, Architectures & Engineering for Cisco. “So whether it's enterprise agreements, whether it's some of our subscription software assets, whether it's our Software-as-a-Service capabilities -- all of that now transacts and is rewarded to our partners by VIP annuity.”

In addition to Sheth and Simms, the roundtable included Paul Miller, vice president of global marketing for Hewlett Packard Enterprise; Laura Laltrello, vice president and general manager, data center services for Lenovo; and Brian Payne, vice president, product management and marketing for Dell Technologies.

CRN asked each executive their channel incentive strategy to boost partner profitability around as a service.

 
 
1   2   3   ... 6 Next

sponsored resources