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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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What kinds of new sales resources are you adding to the dedicated business unit?

We are increasing our sales organization by 50 new dedicated sales resources in the field—a 10 percent increase in sales and presales capability. We are also growing our insides sales resources by five times from 20 to 100. That will be driving lead gen for new accounts.

We are also going to have each one of our district managers adopt a partner. So the top 50 most strategic partners will be aligned to a storage sales district manager. What we are doing is aligning our sales motion and the channel sales motion so that we have tighter engagement between the two organizations—the partner and our own sales organization.

We are enforcing that all midrange 3Par and Nimble are 100 percent through the channel. There is no conflict in those products. That is why we are dedicating the relationship between our top partners and our sales district and sales SA [solution architect] leadership so that they'll be on monthly calls reviewing the business helping our channel PBMs [partner business mangers] and our storage PBMs to grow the business. So it is the responsibility of the dedicated business unit to grow the channel.

What kind of impact do you expect the new dedicated storage sales district managers have on partners?

We want them to be 100 percent involved in the channel's success and 100 percent dependent on the channel for success. What we are doing is moving the initiative closer to the field to the individual sales reps and solution architects.

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