HPE helping partners moving completely to the as-a-service model

Amer Warsi 
Channel, SMB & Ecosystem Leader, HPE India

“Partner programs are all about joint successes. The partner’s success is our success, we are an extension of our partner’s sales force. We are enabling our partners to embrace our vision of moving completely to an as-a-service model while they continue their digital transformation journey through our exclusive benefits such as enablement tools, learning resources and incentives from the HPE Partner Ready Program. 

Nearly 70 percent of HPE’s annual sales are transacted through HPE’s channel ecosystem, which is more than 80,000 partners strong.

Key components of HPE’s channel strategies

To help partners grow their business, we have the HPE Market Development Fund (MDF) Program which helps boost their marketing and sales initiatives with discretionary investments from HPE.

We make these funds available to select HPE partners for sales enablement and marketing activities that drive demand and pipeline for HPE products, solutions, and services.

The HPE Partner Ready Program allows partners to capitalize on opportunities and innovation. We reward our partner’s investment in aligning with our strategy by seizing margin-rich opportunities through HPE Partner Ready compensation, that spans our portfolio from HPE GreenLake (17% rebate) to storage (accelerators) and Membership Acceleration.

We have consistently been rated being the most partner-oriented organization in the industry year after year. This is an outcome of having a very robust partner program that is mature and is continuously improvised to incorporate all the market shifts and trends. 

Every new fiscal year, we conduct the Total Partner Experience (TPE) survey which provides us with authentic feedback from our partners. While validating our increasing leadership position in the industry, the valuable feedback helps us improve the experience for our partners by providing our channel with an unmatched combination of sales and field enablement, and financial incentives and rewards.”