Jeremiah Jenson: Move Beyond Product Sales
Jeremiah Jenson, VP of AMS Channel for Hewlett-Packard Enterprise (HPE), says his team is focused on four megatrends: HCI, the data-driven enterprise, mobility and cybersecurity.
He doesn’t have a specific product in mind; rather, he sees opportunity for the channel in providing architecture that solves specific business problems. It’s the difference between selling products and providing business outcomes. A reseller may land a customer because of selling flash, for example, but savvy partners will seize the opportunity to upsell into the data center. By partnering with vendors, channel companies can represent the entire stack and leverage multiple points of entry to sell different solutions to the same customer.
Jeremiah Jenson, VP of AMS Channel for Hewlett-Packard Enterprise (HPE), says his team is focused on four megatrends: HCI, the data-driven enterprise, mobility and cybersecurity.
He doesn’t have a specific product in mind; rather, he sees opportunity for the channel in providing architecture that solves specific business problems. It’s the difference between selling products and providing business outcomes. A reseller may land a customer because of selling flash, for example, but savvy partners will seize the opportunity to upsell into the data center. By partnering with vendors, channel companies can represent the entire stack and leverage multiple points of entry to sell different solutions to the same customer.
