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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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How important is the dedicated new logo deal desk with a one hour turnaround on pricing aimed at winning new customer deals?

Over the last six months we have had a third-party independent company reviewing every win and loss. The biggest impact on loss is speed of pricing—getting pricing to the customer.

Our customers are moving at lightning speed so we need to move at lightning speed. The number one reason we lose deals is because we haven't provided the customer the pricing in the time frame they require it.

It's a first for storage. We are following a lot of the Aruba [best practices] designs to get us faster and more nimble.

What we are doing is making the [storage] district managers the decision-makers without layers of management making decisions. We are pushing pricing controls to the district managers. Speed on pricing is the number one reason we are losing business and as such it is the number one priority to fix. So we are going to have different discount thresholds on new logos and the authority to proceed will be with the sales leadership, not with the executives.

 
 
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