HPE Bifurcating the Channel

Elsewhere, HPE’s channel operations are mimicking its direct sales organization. Chief sales officer Heiko Meyer is dividing his organization into HPE’s core business, and customers looking for long-term transformation. Hope said the channel organization will be doing the same.

“How do we drive more efficiency and create capacity in the core business, selling servers, and focus on the experience there? Buying the right product, the right price, the right availability? Versus the customer that wants the transformative experience and needs professional services, solution architects, a bunch of other different resources. That’s a very different motion. We recognize that and [are working] on mining the sales organization to figure out which customers are what,” said Hope.

“We’re looking at doing that the same way with the partners,” he added.