Peter Ryan, Chief Sales Officer, Enterprise Group, HP Enterprise
Peter Ryan, Chief Sales Officer, Enterprise Group, Hewlett Packard Enterprise talking on
“If you look at HPE, we are a $28 billion company. In Asia alone, 80% of our business goes through our channel partners. In terms of relevance, we are a strong global player, currently number one or two in every single category that we operate in. So our relevance is punctuated by those statistics. In terms of the spin-merger activity, the real value is in the channel. The things that we are spinning and merging are things that are enterprise services – most people in the channel worry about that overlap of services capability, especially as people become service providers and managed service providers. So, this can only be seen as fantastic news for the channel. Honestly, when you look at the software element, the core software assets we maintain in hybrid, the edge and Aruba create incredible opportunities for the channel and speak to the numbers on a global basis.This market is now worth $250 billion, while we are a $28 billion company, so there are plenty of opportunities. So, if the partner wants me to come along and boost morale, I am happy to do it and rally the troops.
Secondly, talking about the roadmap, Flash, for example, on a worldwide basis, this business grew last quarter by 44%. I think we are the only one of the top five vendors that has grown our Flash business for the last 10 consecutive quarters. In high performance computing, we are a global leader. It’s an aggressive market worth $11 million and it’s growing between 7% and 8%. We have cemented ourselves in with the recent acquisition of SGI, which we will complete soon. So, I think we have pockets of great growth."
Steve Brazier delivers in-depth analysis, targeted trends insights and senior counsel to high-tech decision-makers. Steve’s expertise spans the full range of the firm’s research areas including mobility, IT infrastructure and channel strategy. He is recognized in the technology industry as a leading source of distribution channel trends and routes-to-market strategy. Brazier said on his opening address that Hyper-convergence is here to stay, "This year it is taking off. However, all the hyper-convergence is just a substitution product. You sell hyperconverged instead of servers and storages, so it is not as exciting as it made out to be. It is just a different format."
Dell Technologies completed the acquisition of EMC Corp by creating a $74-billion company with an expansive technology portfolio, and now the world’s largest privately-controlled technology company. In his keynote, Byrne, says that Dell and EMC channel partners have already completed the integration process and are now in the market selling Dell, EMC and VMware together as one solution. “Dell EMC will focus on deepening its relationships with current partners rather than recruiting new resellers. Further added, our total channel business is US$ 35 Billion and it is growing @ 3 to 4X in Asia market and in APJ is growing at 6X. Overall channel business of DELL is growing by 4 times.”
“DELL EMC is now ready to offer end-to-end technology capabilities to customers. Dell India is our fastest growing geography and we are present here across all aspects, from R&D, manufacturing, services export, sales and marketing to support. Once the Dell and EMC integration is complete, along with VMware, we will have tremendous assets from all three companies to offer in the Enterprise customer space. We are focused on creating new computing models. For instance, in the area of digital transformation, we can provide a private cloud at the cost of a public cloud in a company’s premises with better control and better security, never done before. Talking about the channel today, Dell EMC’s channel business is worth $35 billion and over 60% of its business goes through the channel.”
