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Hewlett-Packard Enterprise Partner Update

Kerry Bailey

Kerry Bailey

Hewlett-Packard Enterprise Senior VP Indirect Sales Kerry Bailey is addressing Ingram Micro ONE attendees right now. Here’s a minute-by-minute update for channel partners.

Bailey noted that General Electric is becoming a software-defined company, and Virgin Airlines is an airline with wings. He also reinforced that the world is going hybrid cloud — not pure public cloud. “And our entire strategy is with you. We’re in this together. And we’re committed to the software to drive that opportunity.”

Hewlett-Packard Enterprise Partner Strategy

Within the newly formed Hewlett-Packard Enterprise, the direct sales team will only be paid for the top 500 accounts. Everything else is partner-centric, he asserted. “We’re on the move. We fired tons of bullets. Now we’re firing cannon balls,” he said, in reference to Jim Collins’ keynote earlier today.

Bailey assured partners that the Hewlett-Packard Co. company split — creating Hewlett-Packard Enterprise and HP Inc. — has gone really well. He pointed to the “idea economy” — where the window of opportunity to get ideas to market is shrinking. “It’s all about the speed at which the customer realizes value.”

Hewlett-Packard Enterprise’s four strategic focus areas include hybrid cloud; protecting customers’ digital assets; data-driven enterprises and enterprise mobility for productivity.

Pure Cloud? Nope

While Hewlett-Packard Enterprise is exiting the public cloud market, Bailey attempted to give the strategy context. Cloud adoption is at about 10 percent of the IT market, he asserted. “Everyone take a breath and relax,” he says. “We certainly need to move fast, fire bullets and fire a cannonball — and go after the market together. I don’t care how small a company is, it’s all about the outcomes created. Not just one time. But all the time.”

Going forward, on-premises solutions have to feel like it’s a service provider solution. While Amazon and Microsoft will be tier 1 clouds, large service providers could be tier 2, and Hewlett-Packard Enterprise sees channel partners — the masses — becoming service providers, he asserts. “When you’re making money with us, that’s when we success.”

Overall, he assured partners that the Ingram relationship and the partner relationships “are family.”

Keep checking ChannelE2E for more updates.

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