Top 3 Takeaways from HPE’s Distributor Partner Conference 2020
HPE has outdone themselves once again with an expertly executed virtual conference. Like the Discover this year, they presented the general sessions, referred to as plenaries, and a full agenda of 1 to 1 meetings. There were 1000 attendees spanning from 100 countries and comprised of 310 distributors. The event lasted 3 days, starting September 28th and ending October 2nd 2020.
The objective of the #HPEDPC2020 is to inform distribution partners of the direction HPE is going and to align themselves with distribution to reach their objectives. Now more than ever, HPE is leaning on its distribution partners to enable alignment and execution. To assist in the generation of opportunities and the development of reseller partners. As a distributor, we take on the responsibility of guiding our customers to become certified in solutions selling, while supporting them with top of the line presales support and a long list of value add services such as logistics and credit. The value that is created when a reseller and a distributor have a good hand-in-hand relationship is immense. The team work and trust that builds up in time leads to an unbeatable combination.
Now let us get down to the top takeaways I would like to share with you.
Everything-as-a-Service
HPE remains laser focused on their customers' transformation needs. Driving strong business outcomes with innovation and great products and services. The way HPE plans on driving the market (and offer their customers a similar experience to public cloud), while keeping a hybrid model is through “Everything-as-a-Service” (EAAS). The EAAS model utilizes HPE’s Greenlake service powered by HPEFS, which is an innovative financial offering that allows customers to consume IT as a Opex model. Today, Greenlake is only available in specific geographies where HPEFS has a local subsidiary. Currently, the USA and Puerto Rico are the only territories enabled for Greenlake in the RLA region. But rest assured Westham Trade is working hard to bring a similar financial service to your territory.
Westham is a pioneer in the consumption model. We were the first and only distributor to successfully close two Greenlake solutions in countries without HPEFS subsidiary. We received the HPE Distributor of the year award in 2020.
Recommended Resource
HPE Sales Pro offers sales professionals a new way to experience innovative enablement, all in one place.
Focus Areas
HPE gave distribution some direction on which are the focus areas for FY2021. We have the unique mission to help our customers reignite growth in 2021 though the three pillars in the image below. AS-A-SERVICE as you can already tell is a recurring topic. We will be focusing on storage via the Storage Rangers and Tech Refresh. Finally, we will be utilizing our experience to accelerate the transactional (run-rate) business via promotions and local stocking of most predominant SKU's. You can configure and check promotions via the iQuote tool, which is designes specifically for the HPE transactional products.
Westham will focus very strongly on helping our channels win opportunities in the storage tech refresh area. By studying the installed base for storage, we can help you identify opportunities in your customer base for tech refreshes. Westham and HPE offers a full portfolio of data migration services to further help you offer a complete solution to your customer. We are continually offering end-user presentations and demos of Primera, Nimble, and MSA. Contact us to schedule a value presentation for your end-user, we will help you schedule it and make you look great in front of your customer.
HPE NEXT TRANSFORMATION
HPE Next has been ongoing for a while now. In transformations of this size, the deck is usually stacked against you. Almost 70% of transformations of this size have failed by this point. HPE’s transformation is currently strong and working well. The new wave of transformation for 2021 is going to be sizeable and the changes will be notable.
We can expect these changes to start early in October and ongoing through fiscal year 2021 in EMEA geography. By replacing the core infrastructure as a company, HPE will be modernizing and standardizing as a business practice. Core surrounding systems will be updated to give their customers a better experience.
We can expect further integration of as-a-Service enablement and readiness for distributors that will take advantage of HPE Aruba and HPE Greenlake aaS business opportunities.
Can you share the content and agenda on this event?