The recently appointed global channel chief at HPE said that he is working out a cunning plan to ensure partners navigate through an era of “digital transformation”.
Denzil Samuels joined HPE from GE Digital. He said that “digital transformation” is an industrial revolution there are lots of technology shifts going on at the edge.
Samuels thinks that HPE has the best plan, portfolio and partner programme to take advantage of the change that is going on in the world.
However, he now wants to take the plan to the next level which means announcing pay at net, which lets HPE partners get the highest level of back-end rebates in the industry. It is also announcing the inclusion and development of competencies.
HPE already has product certifications but now Samuels wants to introduce “competencies”, because knowing how to use the product portfolio and putting it into an outcome for the customer is the way “to drive success”.
To do that you need to have the competencies, the industrial or vertical know how and the horizontal know how, Samuels said.
HPE had a partner programme which encourages different types of partner categories, different geographies and countries, different verticals, different horizontal solutions and different business models.
Samuels said that one size does not fit all but embraces the dynamic nature of the market but taking the very complicated but making it simple.
HPE is planning a new “solution” to do all that already but it is still on the drawing board. The plan is to do a cautioned roll out of some of it over the next year to 18 months.
He said that HPE did not want to disrupt what is already 70 percent of its business, which comes from the channel.
