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HPE GreenLake Has Put Partners In Pole Position To ‘Win’ Everything-As-A-Service Race: Channel Chief George Hope

Hewlett Packard Enterprise Global Channel Chief George Hope says the GreenLake on-premises cloud has given partners a pole position to win the everything-as-a-service channel race.

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What are the key metrics for partners to win in the market today?

We look at partnering across four vectors: we need to give them partner-ready offerings; we need to provide a place to play; a path to profitability and rules of engagement.

GreenLake was built to partner. GreenLake 3.0 was available to sell through partners and through distribution with a unique value proposition. That is a two-fer for partners. If you look at as a service, subscription and consumption, partners are now starting to think about how do they move from selling things to ARR (Annualized Revenue Run Rate).

The good news with ARR is you are building for future revenue stream. The bad news with ARR is that you don’t get the instant gratification for doing a deal. You are kind of pushing some of the revenue into the future. What we have done with GreenLake with our program is give the partner the best of both worlds. We give them an up front 17 percent rebate like it was a (capital expenditure) sale. So they get basically a check for what they would have made in margin if they had sold it (as a capital expenditure project deal). But then they still get to participate in the recurring revenue stream by being in the monthly billing process as well. They get them both. That has been available to partners for a couple of years with GreenLake.

Now with the Storage Console and Compute Console under GreenLake there are now additional ways for partners to give customers choice. You kind of bifurcate the sales process a bit. You can break it up and say to the customer- how do you want to buy the technology? Do you want to buy it for your data center? Do you want to rent it from a partner? Do you want it in a colo? That is the physical aspect of where your gear is going to sit.

But then once the gear is wherever it is going and it introduced to the network. Now it is Cloud.HPE.com. Now you have a cloud native experience to manage your environment.

With storage there is intent based provisioning. You say what the workload is and the attributes it needs and the system puts it where it is best suited in the environment.

We are now looking at fleet management where you get to see your entire storage estate. So now if you need to patch things or you need to move things around you have visibility across the board. Now we’re innovating even more. We are bringing new offerings to light for that.

If you go to compute it is the same thing. You have a bunch of compute assets that you can manage holistically.

Aruba had a head start with all of this with Aruba Central. They have a bunch of access points and then they manage those access points and the security and the authentication.

You are going to see a lot of the attributes of Aruba Central in the storage and the compute console. We are starting to give partners the ability to do different things they weren’t able to do before.

 
 
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