https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Digital Service Providers
  • Cloud Service Providers
  • CHANNEL PARTNERS ONLINE
 Channel Futures

Strategy


HPE Partner Summit Day 1

HPE’s Neri to Partners: ‘We See a Future of Opportunity and Growth”

  • Written by Lynn Haber
  • June 19, 2018
Partners attending HPE Partner Summit hear the vendor increasingly use the word "we" when talking about the vendor-partner relationship.

LAS VEGAS — For the more than 2,000 attendees at HPE Partner Summit 2018, being held here in conjunction with HPE Discover 2018, the changed experience of the vendor’s annual partner conference was most evident when Antonio Neri, CEO and president, addressed the audience as the new head honcho. Neri took the reins of HPE in February 2018 when Meg Whitman, former CEO and president, stepped down.

Antonio Neri

The new HPE vibe was echoed with the on-stage presence of Paul Hunter, worldwide partner sales leader, new global channel chief, who noted that over 70 percent of HPE revenue is sold through partners.

Paul Hunter

“The channel is our fastest-growing route of our business with 18 percent growth in the first quarter,” Hunter said. Noting three acquisitions — Cape Networks, RedPixie and Plexxi — in the last three months, alone, he told attendees, “We’re not shrinking our portfolio, we’re expanding it — giving you more reasons to talk to your customers and prospects about the solutions we can bring.”

Neri, a 20-year-plus company veteran, welcomed partners to the conference hoping they see a refreshed HPE. “We see a future of opportunity and growth,” he said. “HPE is a company that never stops innovating and has a clear understanding of what the future looks like for our customers and partners.”

At the same time, he admitted that there is still work to be done when it comes to engaging with partners. “We know that there’s still a lot of friction in the system, which is why we’re making a significant investment to simplify our company and improve the way we do business with you through our processes and systems,” he said. Neri told partners they will see changes over the next nine quarters.

Phil Davis

Partners heard Phil Davis, HPE’s chief sales officer, talk about the Super 6, the six key sales opportunities partners should focus on. The Super 6 includes shorter-term (now to two to three years out) opportunities such as Gen 10 transition, blades plus and storage to flash, while the longer term (strategic plays extending now to over the next 10 years) opportunities include everything-as-a-service, software-defined and intelligent edge.

“The Super 6 represents huge transitions we see happening right now in the marketplace,” he said. “The good news about the Super 6 is that we started outside in. We started by looking at the big trends we see customers doing and asking how can we position ourselves to exploit that opportunity, which is a $65 billion plus opportunity?”

Davis homed in on the Super 6 beginning with the short-term opportunities.

The Gen 10 transition market opportunity is valued at $20 billion. HPE, he noted, is well positioned in this market with its industry-standard servers providing partners the opportunity to refresh existing accounts or sell into competitive environments.

“The key is to lead discussions with HPE OneView,” Davis said. “It delivers a differentiated experience for our customers in terms of ease of deployment of infrastructure and automation of routine tasks to take cost out.” 

The second transition or short-term opportunity for partners is blades plus. HPE dominates this market with the second place player being Cisco with its Unified Computing System (UCS). Davis took a sharp swipe at Cisco.

“If you look at what’s going on with their investments, it seems like they’re pulling back — you haven’t seen the same pace of innovation from them and it looks like they’re doubling down on security and in other places,” he said. “So, it looks like Cisco isn’t looking to invest in the future.”

Blades plus represents a $6 billion opportunity that’s up for grabs.

Storage to flash is the third short-term opportunity for partners. HPE is well positioned to disrupt this $7.7 billion market, according to Davis, since the company redefined its storage positioning around three key elements: predictive, cloud-ready and timeless.

Looking at the three long-term opportunities, David focused on everything-as-a-service and how public cloud changed the customer’s expectations about how IT should operate. “IT should be scalable and I should only pay for what I use,” he said, noting that 40 percent of IT spend is consumption-based today. Therefore, HPE and partners need to lead with everything-as-a-service and a consumption model such as HPE GreenLake because it’s what customers want.

It’s HPE’s goal to deliver a public cloud experience on-premises for a lower price than a customer can do in the cloud via its software-defined strategy. “You can think of the consumption model and software-defined going hand in hand and it’s the way we’ll enable that cloud-like experience on premises,” Davis said. Again, he pointed to OneView as the conversation starter, SimpliVity for hyperconverged infrastructure, Plexxi, a next-generation network fabric, and OneSphere to integrate from the edge to all a customer’s clouds.

Davis concluded by addressing the intelligent edge, calling it a massively disruptive opportunity to the tune of $26 billion total addressable market (TAM) by 2020. “We see opportunity in every industry around the globe … and we believe that all the edges will be connected via software-defined hybrid cloud environment,” he said.

Cyndi Privett, vice president of research and co-founder of  Viewpoint Research, said that HPE’s message on Monday had focus and clarity around strategy and the opportunity that’s on the table for partners today. “In the past, the messaging between compute and storage and Aruba was disconnected, but HPE has brought it together cohesively,” she said.

 

 

 

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs Channel Programs Sales & Marketing Strategy

Related


  • No Racism
    Racially Charged Tweet Costs Alteryx CRO His Job
    Numerous individuals, including a customer, criticized Alteryx for the tweet, which led to the CRO's resignation.
  • Select a Hire
    AvePoint Taps Ingram Micro, Palo Alto Networks Vet to Lead Channel
    He held channel exec roles at Ingram and Palo Alto Networks
  • Vendors: How Do You Measure a Partner Relationship?
    Vendors still struggle to gain a genuine insight into their partners’ needs. So what can they do?
  • Public sector IT
    Public Sector IT Funding Outlook for 2021--and What It Means for Our Reseller Partners
    Public sector IT resellers must anticipate customers’ changing priorities to most effectively position offerings.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • The Smart Money’s on a Staged Approach to Security Services Provision
  • Xerox Financial Services Launches to Help Enterprise, SMB Customers
  • Protegrity Partners Get New Program with Added Training, Certification
  • Getting Clients Ready for an 88% Increase in Cloud Adoption

Galleries

View all

Channel Partners Virtual 2021 Is the Hottest Ticket in Town

February 26, 2021

Industry Perspectives

View all

The “Roaring 20s” Are Coming

February 25, 2021

Three Ways MSPs Can Improve Supply Chain Security

February 24, 2021

SASE: The Key to Mitigating Business Transformation Risk

February 22, 2021

Webinars

View all

A Partner’s Perspective on Channel Success in 2021

March 17, 2021

XDR and Why it Matters to MSPs

March 24, 2021

Top Security Trends Impacting Technology Security Providers In 2021

March 25, 2021

White Papers

View all

Ready To Add Cutting Edge IoT Solutions To Your Portfolio?

  • 1
February 25, 2021

What Is The Value Of Distribution For The Internet Of Things?

February 25, 2021

The Internet of Things (IoT): Where do You Begin?

  • 1
February 25, 2021

Upcoming Events

View all

Channel Partners Virtual

March 2, 2021 - March 4, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Videos and Fastchats

View all

FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues

January 6, 2021

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

FASTCHAT: How Old, Unpatched Technologies Are Creating New Security Threats for MSPs and Their Customers

December 3, 2020

Twitter

ChannelFutures

Amazon WorkSpaces @awscloud DaaS client will be available on @IGEL_Technology virtual endpoint client OS.… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

.@VMware cutting more workers in California as part of ongoing #workforcerebalancing. #layoffs… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

#CPVirtual is March 2-4. It’s the hottest ticket in town — any town, since it’s 100% online — so make sure you have… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

.@datto, @ThreatLocker partner to streamline #MSP secure business operations. dlvr.it/RtYvJK https://t.co/nKGnwbblNO

February 26, 2021
ChannelFutures

Infographic: Why Partner with Sierra Wireless and GetWireless? dlvr.it/RtYh1m https://t.co/KcBFzXIx7l

February 26, 2021
ChannelFutures

Infographic: The Sierra Wireless Essential Series dlvr.it/RtYgxv https://t.co/CatxbRHzXr

February 26, 2021
ChannelFutures

#Threatprotection is no small matter for #MSSPs. Find out what vendors say you have to do this year to protect your… twitter.com/i/web/status/1…

February 26, 2021
ChannelFutures

Cloud strategies and cybersecurity are key, and #COVID19 will have more impact than #Brexit on U.K. channel, says… twitter.com/i/web/status/1…

February 26, 2021

MSSP Insider

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Channel Partners Online

Want more? Find more channel news and analysis on our sister site, Channel Partners.

Media Kit And Advertising

Want to reach our audience? Access our media kit

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Online
  • Channel Partners Events
  • MSP 501
  • MSSP Insider
  • IoT World Today
  • Webhostingtalk

WORKING WITH US

  • Contact
  • About us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X