Offering Great Value to our Clients

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.

Westham has 6 presales consultants ready to help. Schedule a session today.

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).

Aruba POC
Antonio Ramos, HPE Aruba Engineer, giving a thumbs up to Westham's POC for a large caribbean resort. The POC includes controllers, ClearPass, indoor/outdoor access point and much more.

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.

Check out our blog posts:

Pancho Celedon, sales manager.
Oscar Jaen, product manager for HPE Hybrid IT solutions.
Jose Luis Acebo, product manager for Aruba.
Jorge Soler, product manager for Microfocus solutions.

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The HPE Support Contract, your insurance policy to protect operational integrity

There’s no doubt technology plays a critical role in the competitiveness of all organizations and it’s one of the intangible factors that poses more difficulty in its management. The new scenario is identified with the acceleration of technological change and the shortening of the life cycle of products, hence the strategic importance of effective management of IT infrastructure in companies. If your equipment is a fundamental part of your operative success, why leave your effectiveness solely on factory warranty? Contracting maintenance, support or consulting services is not a commodity, nor an unnecessary expense; it’s an investment of unavoidable strategic alignment to achieve the objectives of the Organization.

Warranty vs. Support Contract

Support ServicesWarranty Services
Protection against interruption times.Protect against manufacturing defect of HW
Spare parts and labor for a period and additional coverage.Provide spare parts and labor.
Support options with a Response Time and/or Solution commitment.Offer the "best effort" response for replacing components.
Software support and update options.Does not offer support for OS
Flexible support levels.Does not guarantee response times or advanced solutions.
Highly qualified Specialists and Consultants.
Installation/implementation service options.
Group of people meeting in a modern office building

The differences are obvious when it comes to effectiveness and competitiveness. The next question would be how do I access support services? I must then hire a team of specialists in my Technology Department? The answer is IT Outsourcing. In business transformation, it’s more valuable to have a trusted technological partner that guarantees the correct functioning and use of the systems.

Benefits of Support and Services Outsourcing

  • Increase in Profitability - Delegate to your technology partner the technical support and maintenance of the IT area allows you to focus on tasks directly related to the nature and raison d'être of the business, obtaining a significant reduction in operating costs.
  • Methodology and Knowledge - A complete system for tracking incidents and reports of all support interactions at your disposal. This lets you know when, why and who requests Technical Support services.
  • Accessibility and Availability – Contracting additional resources for specific projects on demand allows you to reduce the cost of having technical support personnel available for such specific functions.
  • Dynamism and agility - Greater capacity to adapt quickly to changes in the business and greater agility to make decisions about the Technical Support of the company.
  • Flexibility - Choose the level of service that meets your needs and the form of payment that suits your cash flow.
  • Personalization - Customized solutions.
  • Diversity of resources - Access to specialized resources in various areas of computing with extensive experience and high quality.

Running a business is expensive and the costs of purchasing, monitoring, maintaining and updating equipment and software can represent more money than an average company can afford. Growing is a challenge, but doing it in a sustained manner and under the criterion of continuous improvement is what guarantees the long-term business continuity in a highly competitive environment. Factory warranty is not enough, nor is it necessary to hire a team of specialists in each area, to have mechanisms to reduce risks and attend failures. Increase your purchasing power as a result of technological outsourcing and do not put at risk the life cycle of your products against the long life of your Organization.

Westham Trade offers HPE support contracts, including renewals for the caribbean territory. All we need is the serial numbers to draft a support contract with levels ranging from foundation to proactive.

My first blog post

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I am excited to write my first blog post here on our company website.  For a long time I’ve been wanting to do this and finally all the necessary components are installed so we can move forward on this initiative.

I am a firm believer that the best way to promote something you are passionate about, is by reaching your audience through the internet.  I see many companies doing this, and I commend them for doing so.  Now this should be of no surprise to anyone but I believe that authoring content is the best way to be effective.  How many people do you see forwarding and retweeting content I order to get a following?  This is great and works to a certain extent.  But if you are able to create content that is meaningful, and you are the actual author, wouldn’t that be much, much better?

In fact, we are encouraging our entire team to become content writers and contributors, with the objective to get their names out there and create a following of like minded people who are interested in the knowledge and creativity of our posts.

In the next few months, you will see blogs coming from us with topics such as the following:

  • Product Reviews
  • Technical Articles
  • How to Articles
  • Interviews
  • Event summaries

I hope these articles are beneficial to whomever reads them while creating awareness of our company as the leading value distributor for HPE and HPI products to the Caribbean, and Central America.