Trust makes the difference in the IT channel
The promise of Hewlett Packard Enterprise’s new channel program is to put partners first and that strategy became even more evident with the recent launch of their latest channel scheme.
HPE has always been unashamedly partner-centric, in fact 70% of their business comes from the channel. The new scheme, based on rebates calculated at net price and rewards for what the company call strategic product lines, like their flagship Synergy platform, adds to a program that has been established for 30 years. They have over 50,000 partners and re-sellers across 123 countries in EMEA.
“We believe we have the most profitable partner program in the industry” which offers a “range of benefits” says HPE UK&I’s Channel & SMB Lead Mark Armstrong.
“There are no caps, no gates, no targets and it offers our partners with an unlimited opportunity to earn.”
Installed Base Opportunity
Updates to Partner Ready include the extension of deal registration to all of their EMEA partners, service delivery rewards, special pricing, and a competitive back-end rebate program. Another significant update to the program includes Installed Base Opportunity which protects partners and rewards upsell on existing accounts.
Partners can also now tap in to Pointnext, their new services organisation with a focus on making Hybrid IT simple and enabling the ‘intelligent edge’ or edge computing, predicted by many analysts as the next billion dollar IT opportunity.
Pointnext promises to help customers modernise their IT infrastructure in one all-encompassing package of services including consulting, professional services and operational services.
One of the most unique aspects of the HPE Partner Ready program is the transparency of the level system, allowing compensation to grow as HPE investments and partner business increases.
“HPE is a really important partner to OCSL and we’ve been working with them for 26 years now” says Mark Skelton, Head of Practice at OCSL.
“The market is changing with this public cloud drive and we see HPE as a really important partner, especially around things like Azure Stack and Synergy, because they are delivering cloud-innovative solutions that customers can run in their datacenters, which we believe are really important to those customers growing.”
We recently spoke to Mark and several HPE partners about what it means to be Partner Ready. Watch the video at the top of the page or on our YouTube channel.