Hewlett Packard Enterprise’s (HPE) channel partners helped grow GreenLake, the company’s hybrid cloud, data centre and private cloud portfolio offered as a service, by 275 per cent year-over-year, fueling the company’s confidence in its ability to make everything as a service by 2022, according to Paula Hodgins, president of HPE Canada.
“There has been a lot of innovation since I joined HPE,” she told CDN, referring to HPE’s biggest announcement last week at its Discover event that everything will be delivered as a service by 2022. ”But there’s still a lot that we’ve got to do to make sure we modernize and help customers leverage the value of their data and to help customers innovate.”
Luckily, HPE’s crystal ball game is on point. During its Discover event, HPE executives touted how GreenLake is the fastest-growing business in HPE, with over $2.8 billion in total contract value, and over 600 customers. Executives outlined a significant portfolio revamp that leans on making its infrastructure consumed as a service, which lines up with HPE’s growth strategy unveiled last October. The company is targeting two main growth areas, hybrid IT and edge computing, while adding new midmarket services through GreenLake thanks to partnerships with CyrusOne, Equinix and Google Cloud.
HPE’s Aruba Central platform now also include analytics and assurance tools, Aruba NetInsight and User Experience Insight, as well as new tools for software defined infrastructure management. Aruba Central will also have gateways to Amazon Web Services as well as Microsoft Azure.
HPE wants to arm channel partners with the best resources possible in the light of all the recent enhancements to its portfolio, which is why it’s giving them access to the same sales resources used by the vendor’s own salespeople. The new HPE Sales Pro Community and the enhanced and extended HPE Tech Pro Community and HPE Marketing Pro Academy offer uniform partner tools, training, and support resources.
“If you think about how the evolution of our industry over time, I’d say a lot of our focus in the past was around the way we provided technology to customers – now it’s all about how do we provide business outcomes,” said Steven Hagler, HPE’s vice-president of global sales and partner enablement. “How do partners talk about customer outcomes versus new technology for technology’s sake?”
HPE Tech Pro’s new ASE Hybrid IT Architect certification and Master certification, he added, will make it easier and faster for partner employees to get certified across the entire hybrid IT solution than before. The new Master certification will be available November 1.
Partner program enhancements like this are crucial considering how fast technology advances and how quickly customers want results, explained Hodgins.
“I really believe that biggest barriers have to do with skills, training, knowledge, in addition to the cultural barriers to change,” she said, elaborating that getting products and services into market faster is a skillset that can get better. “I think that this is top of mind for every single customer in Canada. If it isn’t one of their critical priorities already, it’s fast becoming it.”
*A previous version of this article said GreenLake’s year-over-year growth through partners was 250 per cent. The actual figure is 275. CDN apologizes for the error.