One of the greatest challenges that IT resellers face nowadays is trying to keep up with ever-changing technologies. Case in point, we were all accustomed to selling HPE’s C7000 chassis with blade compute nodes. With the introduction of the Synergy Frame to replace the C7000, we may be feeling the uncertainty of offering such solution. Do we know how to configure it? Does it solve the customer’s need? So, instead of offering a new frame to expand your customers capabilities, we might offer more ram and more processors for their aging blade infrastructure. If we ask ourselves why this phenomenon, the old saying, “You can’t sell what you don’t know” rings very true. Technology is ever-changing, and your sales team is having a challenging time keeping up.
The HPE C7000 Chassis, was launched in 2006! Few products have had such a long lifecycle. Speaks very well of HPE’s technology.
Why is a relationship with an HPE value distributor indispensable?
Your HPE distributor knows the technologies and solutions inside and out. For that reason, they can help train your sales force and lead them in conversation with your customer to promote innovative technologies to find the best solution.
Your distributor acts as an extension of your team, bringing all that knowledge to your entire sales staff. It is always good for resellers to have presales engineers, in fact we encourage it and we can help you develop one. But in many cases, resellers must rely on their distributor for these activities.
Did you know you can include your distributor sales rep in a call with your customer for additional leverage? Heck, your distributor might invite and HPE Rep to for added reassurance to your customer.
An outstanding distributor can prepare proof of concepts for you. If you have an end-user that is evaluating an HPE solution, a POC (proof of concept) will likely lead to a sale, as long as the equipment performs as expected. The key to a proper POC is to know exactly what the challenges are, what we are trying to solve and finally, the right metrics for measurement. The key is to know which metrics the customer will use to determine success, and what will be considered a failure.
This is especially true with Aruba solutions, where a proof of concept might include access points, switches and software. A proof of concept can be installed on premise and tested for a few weeks in parallel to their current equipment. Testing and benchmarking is crucial. (We have the software to test any Aruba solution).
For Compute and Storage solutions, the live demos are usually the best course of action. You can schedule your live demos for Synergy by following this link. Synergy Demo Signup
Did you know that HPE has a customer engagement center in Houston, where we can bring your customer to see the equipment live at the HPE labs? They can even upload the software and do a live test using their applications and measure using their own benchmarks for comparison.
You might be thinking these activities are way over your budget. Well, yes and no. These activities are not cheap and require a three-way investment. The manufacturer, the distributor and the reseller usually co-invest to make these demand generation activities sprout. The distributor has a vested interest in your success, we will work with you to make it affordable. You might ask why would the distributor be willing to co-invest with you? What do they ask in return?
The answer is simple: your loyalty when sourcing the solution and for future projects.
Finally, your distributor can help you negotiate pricing with HPE. We know the methodology and can help you create a compelling case to get the most aggressive pricing possible therefore improving our win probability.
Choosing the right HPE distributor is key to improve your win rate in HPE solutions. At WESTHAM, we pride ourselves in offering the most personalized, fast and friendly service to our clients. We are an HPE Unique Distributor, so you can count on the fact that we know HPE. I am sure that once you start working with us you will never regret it.
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