HPE commits to empowering its partners and VARs with digital solutions

Amer Warsi
Director, Channels and Partner Ecosystem
Hewlett Packard Enterprise (HPE), India 

With AI becoming a central force in both business and all aspects of life, HPE's AI channel strategy is crafted to create significant avenues for its entire partner ecosystem through a well-defined and comprehensive framework. The objective is to assist partners in moving from simply identifying AI opportunities to successfully capitalizing on them.

The channel partner ecosystem has undergone significant transformation in recent years, driven by technological advancements, evolving industry dynamics, and changing customer expectations. With a focus on value-added services and expertise, the ecosystem is expanding through deeper collaborations and the adoption of emerging technologies like cloud, AI, etc.

“At HPE, we are dedicated to supporting our partners in reimagining and transforming their day-to-day operations to unlock greater value and accelerate digital transformation,” states Amer Warsi, Director, Channels and Partner Ecosystem, Hewlett Packard Enterprise (HPE), India. “Acknowledging the challenges businesses encounter in adapting to evolving digital landscapes, we place a strong emphasis on empowering our partners and Value-Added Resellers (VARs) with digital solutions. We view our channel partners as integral extensions of our sales force, working collaboratively to drive mutual success.”
HPE prioritizes a partner-first approach, supported by a world-class partner community that empowers its customers to drive innovation, revolutionize their businesses, and accelerate digital transformation. It segments the market by customer size and the complexity of their IT environments. HPE collaborates with its partners across all customer segments, with larger, more complex accounts involving greater engagement from HPE’s sales, presales, and solution architects alongside its partners. For smaller businesses, HPE partners take the lead in driving engagement and solutions.

Given the breadth of its portfolio, as a practice, HPE tailors its go-to-market (GTM) approach for each product category. This ensures a customized strategy for different segments, allowing the company to effectively address varying customer needs across its diverse range of offerings.

SUSTAINING THE PARTNER GROWTH MODEL

The channel partners collaborate with HPE for three key reasons - to expand their customer base, increase market share, and accelerate revenue growth. With that, they contribute their expertise, resources, and capabilities, enabling HPE to deliver comprehensive solutions to its customers. We provide our partners with the essential tools, processes, and resources to develop and market products that drive business success.
This includes access to HPE’s advanced technology for product testing and validation, as well as opportunities to showcase their offerings at HPE events and conferences. “Our numerous partner programs enable them to utilize our extensive portfolio of top-tier products, solutions, and services, alongside their unique value propositions, to enhance customers' business performance. This collaboration ensures a seamless experience from edge to cloud,” says Amer.

By driving innovation, HPE enhances the relevance and enables the evolution of the as-a-service business model. This approach allows HPE’s traditional partners to transform at their own pace and attract new partner types, such as managed service providers (MSPs), through the HPE GreenLake platform. HPE GreenLake supports developing and deploying managed capabilities, enabling partners to scale rapidly while benefiting from a pay-as-you-go model.