HPE Distributors Key to as-a-Service Strategy

Hewlett-Packard Enterprise (HPE)’s new worldwide distribution head says he’ll engage with distributors daily so they get what they need.

HPE last month appointed Simon Ewington as its new vice president of worldwide distribution. He previously was general manager of HP’s graphics solutions business in EMEA. Before that, he was HPE’s vice president of channel sales for EMEA.

Ewington replaces George Hope in the role. Hope now is worldwide head of partner sales, serving a dual role since his appointment in September.

Based in Switzerland, Ewington joined HP nearly 30 years ago. In 2015, HP split into two separate companies, HPE and HP.

More than 80% of HPE‘s indirect business goes through distribution.

In a Q&A with Channel Futures, Ewington talks about what HPE distributors can expect with him at the helm.

Channel Futures: What all will your new role entail when it comes to channel?

HPE’s Simon Ewington

Simon Ewington: The channel has always been and will continue to be critical to HPE. And throughout my career, I have been fortunate to work closely with the channel, even in roles that have not been channel dedicated. In my new role leading worldwide distribution, I am glad that this close collaboration will continue. I will be engaging with our distributors daily, as well as talking to their customers, our resellers or solution providers. By better understanding the services and solutions that really move the needle for this community, the HPE distribution team can develop the right programs and initiatives to help distributors best meet our shared partners’ needs as they evolve over time.

CF: What’s your take on HPE’s current distribution strategy?

SE: Over the last three years, George and the team have done a fantastic job in driving growth and the development of HPE’s business with distribution, working with them together as one team. In addition, our president and CEO Antonio Neri has set out a very clear strategy for HPE to be the global edge-to-cloud platform-as-a-service company. In order to achieve this, all of the portfolio will be made available as a service by 2022. Our focus will be on the execution of that strategy. This represents a big opportunity for our channel and distribution. The partners who get on this as-a-service journey with us can really stand out and shine.

CF: What’s at the top of your to-do list?

SE: That is easy. My priority is spending time with our distribution community both externally in the market and internally in HPE. I want to understand what we are doing well that we need to continue doing, as well as what we need to improve, and where we need to accelerate in order to deliver on the HPE strategy of being the global edge-to-cloud platform-as-a-service company.

CF: What do you hope to have accomplished a year from now?

SE: I want to grow our collective business — HPE’s and our distributors. To do this, we need to continue to execute on what we have always done well, and deliver on our transactional business. But the world is changing. And we also need to enable our distributors to take advantage of the opportunities that the hybrid cloud and the edge brings. I want HPE to be viewed by our distributors and the market as …