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HPE simplifies, expands partner programme for modern industry

By Ben Moore
Wed 29 Aug 2018
FYI, this story is more than a year old

Hewlett Packard Enterprise (HPE) is making key partner programme changes that will reward partners for investing in product lines aligned to high-growth market areas including composable infrastructure, hyperconverged solutions, storage, software and consumption services.

The programme will also feature simpler, globally consistent design for easier partnering.

Key updates to the Partner Ready programme, which will take effect beginning November 1, 2018, include:

  • Rewarding partners for their investment in market growth areas with greater rebates and quicker access to higher membership tiers with accompanying benefits;
  • Simplifying programme design to make partnering with HPE easier, including rewards from the first sale, without gates, caps or targets;
  • Creating global consistency across the programme with visibility across the entire sales cycle, one consistent transaction process for quote configuration, and a faster pricing process; and
  • Driving technical enablement and excellence in the channel to accelerate partner sales capabilities with new aligned training categories.

“HPE is making the industry’s leading partner programme even better with enhancements that will maximise partner experience and make it easier and more profitable to do business with us,” says HPE South Pacific channels and alliances general manager Marina Fronek.

“Partners will earn more through the increased focus on high-growth areas of the market, as well as improve their skills to more effectively sell solutions in the future through new training and competencies.”

HPE has built a portfolio of products and services that enable customers to successfully take advantage of the increasing importance of data to end-users.

The enhancements to the programme reward solution provider partners for selling these high-growth offerings within the HPE portfolio.

Specifically, the programme features a simplified rebate model that offers greater rewards for selling HPE high-growth products and services, ranging from composable and hyperconverged solutions such as HPE Synergy and HPE SimpliVity, to storage solutions such as HPE Nimble Storage and HPE 3PAR, to software solutions such as HPE OneView and HPE OneSphere, to services led solutions such as HPE GreenLake and HPE Data Center Care.

Further, the HPE Engage & Grow partner incentive programme, which rewards partner sales representatives for selling across the HPE portfolio, will expand to encompass high-growth products and services, enabling even more partners and partner sales representatives to

A new competency in the Partner Ready programme is being introduced for HPE GreenLake, the company’s suite of pay-per-use on-premises IT solutions, as well as a robust rebate that rewards Partner Ready for Services partners for their capabilities with consumption-based models.

HPE is accelerating access to membership tiers, allowing partners to reach higher membership tiers and accompanying benefits more quickly, and has simplified the Partner Ready programme to allow partners globally to earn rewards from first sale, without gates, caps or target.

Services partners can take advantage of a streamlined compensation framework for HPE Pointnext.

The services structure is a simplified model with just four globally consistent rebate elements, as opposed to the 14 previously included.

The highest rebate places special emphasis on our HPE GreenLake consumption-based IT solution.

Beginning in November, HPE partners will have end-to-end visibility across the entire sales cycle, one consistent transaction process for quote configuration, and a faster pricing process with one single source for data.

The global uniformity of the HPE Partner Ready programme will provide a responsive support route for partner sales through an accessible, dedicated global community.

HPE is rolling out a global technical community for HPE presales and channel presales that offers ongoing engagement and training opportunities to improve their ability to deliver innovative digital transformation solutions for customers. More information will be provided about this community at the formal programme launch in FY19.

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