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HPE Storage Leader Andrew Manners On New Channel Partner Sales Incentives

Andrew Manners, who is leading the new Hewlett Packard Enterprise North America storage organization, speaks with CRN about the stepped-up storage sales charge with robust new incentives and speedier turnaround on pricing for partners.

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An HPE North America Storage Sales Game-Changer

Hewlett Packard Enterprise's new dedicated North America storage business unit is doubling the incentives for new business logo wins for channel partners as part of an all-out drive to grow the storage business by 25 percent in the current fiscal year, says HPE North America Storage Chief Andrew Manners.

HPE is also making big new investments including 50 new dedicated storage sales reps and a whopping five times increase in inside sales resources chartered with working hand in hand with partners to drive sales growth.

Last but not least, HPE is enforcing a strict 100 percent channel go-to-market model on all Nimble and midrange 3Par products.

"We have the best portfolio in the industry by a mile," said Manners, speaking about the Nimble and 3Par portfolio, which is powered by the highly acclaimed artificial intelligence-based InfoSight software that HPE says proactively resolves 86 percent of storage issues. "We have got a greater ability to address the problems that our customers are facing than anybody in the industry in every customer segment."

Manners, an 18-year HPE veteran who was tapped by HPE North America Managing Director Dan Belanger to lead the new storage organization, says InfoSight is a game-changer for both partners and customers.

"I receive every escalation that HPE has in North America on my phone and in the last six months I have not received any escalations for customers in an InfoSight environment," said Manners, who has won kudos from partners for his storage leadership in the sales trenches. "It changes the entire game."

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