HPE Balances Direct, Indirect Sales Teams with Pro Series Communities
HPE GLOBAL PARTNER SUMMIT — HPE, in a move to equal the footing between its indirect and direct sales teams, on Monday announced the Pro Series, a strategic set of collaborative communities that include the new HPE Sales Pro Community and enhancements to two existing communities — HPE Tech Pro Community and HPE Marketing Pro Academy.
The news was revealed at the kickoff of HPE Global Partner Summit (GPS) 2019 in Las Vegas.
Touted as an initiative to promote uniform partner tools, training, resources and support mechanisms that provides partners equal access to resources, this latest effort is designed to fuel HPE’s partner-first philosophy and global “one team” approach across technical, marketing and sales teams at HPE and in the channel.
“What we’re doing this year is laying the foundations for how we land in the proper positions [with partners] and enable our partners to take those positions to their customers from both a systemic standpoint and from a community standpoint,” Paul Hunter, vice president, global channel chief at HPE, shared at a press and analyst briefing. “There are three aspects to what we’re doing — how we invest together in our programs; how we win together, collaborate and turn up together in front of the customer; and your partner experience with us.”
The Pro Series addresses how HPE works together with partners. Here’s a snapshot:
- The HPE Sales Pro Community is a new global approach to driving sales excellence for HPE and partner sellers through effective sales communications and sales enablement initiatives.
- HPE Tech Pro Community, the recently announced initiative for solution architects, is introducing a new reward and recognition program as well as two new industry leading certifications and a full suite of continuous learning paths for technical expertise.
- The HPE Marketing Pro Academy is expanding its offerings through a new online Digital Marketing Partner Learning Center and new Accreditation Program.
The new HPE Sales Pro Community is for HPE and partner sellers, focusing on driving effective sales communications and sales enablement initiatives in a way that’s simple and easy to understand. This community provides information and expertise for partners to serve their customers and grow their business. It falls into three buckets: connect, learn and grow, like the approach with HPE Tech Pro Community.
- Connect: The HPE Sales Pro Community will offer an interactive and collaborative space for HPE and partner sales to communicate, and successfully cascade prioritized news and product updates directly to sales professionals. Partners will also have seamless access, via a chat function, to expert to support deals and secure business. This function was recently turned in Seismic, a familiar partner tool. In alignment with the continuous learning paths also established in HPE Tech Pro Community, HPE Sales Pro Community will now utilize modules from multiple existing and new sources including HPE Partner Ready sales certification; HPE’s internal sales accreditation program; License to Drive – Value, New Product Introductions; and other virtual sources to create a globally consistent, ongoing role-based learning experience for HPE and partner sales professionals.
“If a partner is looking at the sales cycle and isn’t sure what questions to ask, we’re building out something that is …