Combined with a refreshed Partner Portal and Partner Connect
enhancements, the new HPE Partner Ready Vantage program enables
partners to grow and advance their as-a-service business
journey
HPE Global Partner Summit 2022 – Hewlett Packard
Enterprise (NYSE: HPE) today announced a new partner program, HPE
Partner Ready Vantage. Building upon the award winning HPE Partner
Ready program, HPE Partner Ready Vantage is purpose-built to help
partners adjust to and thrive in today’s changing market. The
program focuses on partners with as-a-service practices and
recognizes and develops partner expertise. The new HPE Partner
Ready Vantage program provides partners the flexibility to meet
customer demands and accelerate their customers’ business
outcomes.
Alongside the program, HPE also announced updates to the HPE Pro
Series, new enhancements to Partner Connect, and a refresh to the
HPE Partner Portal streamlining and improving the experience of HPE
Partners and their customers.
Today’s partners face major shifts in the market. Rather than
simply supplying specific components of infrastructure, customers
want partners that understand their business and deliver and manage
full solutions that help them solve specific challenges and achieve
key business outcomes with measurable results. Instead of capital
expenditure (CapEx) focused approaches, customers now demand
operating expenditure (OpEx) arrangements, where partners provide
easy to use as-a-service solutions that allow them to pay for only
what they need. And, more than ever, customers seek reliable,
full-service partners that deliver comprehensive, ongoing support
that is tailored to their unique needs and business objectives. In
fact, according to IDC1, 76% of business-to-business customers want
partners to take more day-to-day administrative and operational
responsibility for infrastructure so internal IT staff can focus
more on their business.
HPE Partner Ready Vantage addresses these market changes and
gives partners the choices they need to meet their customers’
evolving requirements. The program provides flexibility for
partners to identify and pursue new opportunities, strengthen
customer relationships, expand their market reach, and provide
comprehensive solutions that deliver quantifiable business outcomes
for customers. In short, HPE Partner Ready Vantage allows partners
to deliver the solutions their customers want, in the ways that
best meet their own business goals.
“We value our partner ecosystem and are committed to investing
in their success. We believe in the power of collaboration to
deliver the best solutions and services that help our partners
unlock their full potential,” said George Hope, worldwide head of
partner sales, HPE. “As partners evolve their business models to
meet the demands of customers today, they need a flexible program
that is designed to help them deliver no matter how their customers
are choosing to buy or what their priorities are. HPE Partner Ready
Vantage enables partners to participate more fully across the
entire customer lifecycle and is optimized for our partners’
evolving business needs to accelerate their growth and enable their
success.”
HPE Partner Ready Vantage
Designed to create enhanced opportunities for partners to build
repeatable profitability, and deepen longstanding customer
relationships, HPE Partner Ready Vantage is:
- In tune with how partners want to do business. The
Centers of Expertise (COEs) focus on key business areas, and are
structured to align to current or aspiring partner skillsets.
Partners can reach new markets and unlock new revenue streams by
choosing to deliver any way they need to, whether on-prem, cloud or
hybrid.
- Streamlined with greater flexibility. The unified
partner program and refreshed portal encompass both HPE and Aruba
portfolios, so partners can deliver solutions that fit their
business. Partners can quickly and easily access the information
they need, spending less time searching and more time delivering
value to their customers.
- Designed for as-a-service growth. No matter where
partners are on their as-a-service journey, they can develop or
enhance their service expertise. Partners can position their
business as a market leader by leveraging HPE edge-to-cloud
solutions - powered by HPE GreenLake - to develop unique customer
experiences to expand their business.
“In recognizing that our partners play many roles and want to be
recognized for their various areas of expertise, HPE Partner Ready
Vantage delivers a complete 360 approach, addressing partner
business models while nurturing, promoting and elevating partners
based on their capabilities and expertise,” added Jesse Chavez,
worldwide vice president partner programs and operations, HPE.
The new program is organized into three tracks: Build, Sell, and
Service. Under these tracks are focused COEs, offering tailored
enablement, training, go-to-market initiatives, and sales
tools.
- The Build Track is designed for partners to integrate
with HPE technology, leverage tested and proven pre-packaged
solutions from HPE and HPE technology partners. Partners can also
develop their own applications using HPE’s open platforms to
deliver the solutions that meet their customers’ needs.
- The Sell Track is designed to help partners grow their
as a service business by offering value-added solutions from across
the HPE portfolio
- The Service Track is designed specifically for partners
focused on delivering services across the customer lifecycle,
including: consulting, assessment, design, integration, deployment,
migration, support and management.
“We created the services COEs to help partners excel in an
as-a-service world,” said Donna Grothjan, vice president of
worldwide channels for Aruba, a Hewlett Packard Enterprise company.
“We’ve taken a personal approach as we’ve developed all of the
components of this new program. We were deliberate in including
mentorship alongside a wealth of vital training and workshops for
our partners. We’ve relied on global best practices as we’ve built
out the program elements – all in an effort to help our partners
extend and expand their practices, have faster time to activation,
reduce churn, and achieve higher than average renewal rates for
customers.”
To date, the following Aruba Service COEs are available:
Customer Success, Managed Services and Professional Services. The
COEs for the Build and Sell Tracks, along with the Hybrid Cloud
Service COEs, will become available to all partners over the next
year.
Latest Enhancements to HPE Pro Series
The HPE Pro Series enables HPE partners to stand out with their
expertise by providing a personalized enablement experience for
partners’ sales, technical and marketing professionals. Partners
can leverage virtual forums to connect with experts and
specialists, access outcome based and workload centric training,
and advance their digital marketing effectiveness through a suite
of marketing tools, content and resources.
- HPE Tech Pro has been updated to expand its enablement
offerings in support of new technical job roles in alignment with
HPE Partner Ready Vantage. New offerings are aimed at partners who
are pursuing as-a-service business models who require cloud and
managed services skills along with customer success capabilities to
achieve their goals.
- HPE Sales Pro has been refreshed based on partner
feedback to allow partners to quickly access the most relevant and
up to date enablement to lead custom conversations confidently and
grow sales. New features include a personalized portal with unique
certification status and training modules, Portfolio Learning
Curriculums with curated and interactive paths, and Top Recommended
Training (TRT) to make it easier for partners to find and
prioritize relevant and impactful training modules. Also added are
new On-The-Go Learning features where training modules can be
consumed as podcasts, videos or web-based seminars, Outcome
Discussion Guides with quick access to engaging questions to be
used in sales conversations, and an Industry Business Value
Framework that allows partners to better prepare for industry
focused conversations.
- HPE Marketing Pro has been reimagined to better serve
partner needs and deliver an enhanced partner experience through
easier access to HPE marketing tools and content. A new HPE
Marketing Pro gateway provides intuitive, simplified access to all
HPE marketing tools while a redesigned HPE Social Media Center
features an improved user interface with consolidated navigation,
content filtering, updated guides and added functionality. Partners
will also find new education content in the HPE Partner Learning
Center, including modules on Marketing Analytics, Social Trends,
Search/SEO updates and Social Media/Social Selling.
Partner Connect
Partner Connect is a digital platform that empowers
customer-to-partner, and partner-to-partner connections to
accelerate the ability to find the right solutions and skills to
meet business needs. Partner Connect provides locator capabilities
connecting users to thousands of HPE partners with search functions
based on expertise, partner type, location, key word and soon by
solution too.
Partner Connect is built on the foundations of Cloud28+, a
digital business platform that grew over a decade to become the
largest cloud services community. The historical success of this
foundation allows Partner Connect to bring all partner categories,
intellectual properties and capabilities to a larger scale and a
framework to offer all HPE partners a platform to increase their
visibility and showcase skills, solutions and thought
leadership.
Since launching in December 2021, enhancements have been rolled
out continually to boost user experience and collaboration
opportunities. Basic self-profiling has allowed partners to update
their own information and categorization, and from today partners
will see the roll out of enhanced self-profiling allowing partners
to showcase their HPE products and services with greater control of
how they highlight and promote their solutions.
HPE Partner Ready Portal Provides Enhanced User
Experience
HPE Partner Ready Portal has been refreshed with a design that
focuses on simplified navigation and site integration. The
redesigned homepage features a ‘what’s new’ section for news,
events, promotions and webinars, and the consolidated menu links
provide quick access to business tools and relevant content.
- Refreshed look and feel: Improved tools dashboard tiles
are optimized for containing business data like Partner
Compensation or Deal Registration. All other tools can be added as
a quick link using one-click access to view.
- Simplified navigation: In the refreshed HPE Partner
Ready Portal, all related information is centralized under Partner
Status & Benefits on the navigation menu. A centralized tools
catalog enables partners with the ability to request tool access
using a one-click “request access” button.
- Site Integration: The refreshed portal offers a new
customizable view that integrates content into a streamlined,
modern, single user interface for all partners, across all regions
and countries.
The new HPE Partner Ready Vantage program and updates announced
today reinforce the commitment HPE has to partners and their
experience as a valued part of the wider ecosystem and route to
market. These milestone programmatic investments maximize the value
of partnering with HPE for all partners, prioritizing partner
future growth on their as-a-service journey.
About Hewlett Packard Enterprise
Hewlett Packard Enterprise (NYSE: HPE) is the global
edge-to-cloud company that helps organizations accelerate outcomes
by unlocking value from all of their data, everywhere. Built on
decades of reimagining the future and innovating to advance the way
people live and work, HPE delivers unique, open and intelligent
technology solutions as a service. With offerings spanning Cloud
Services, Compute, High Performance Computing & AI, Intelligent
Edge, Software, and Storage, HPE provides a consistent experience
across all clouds and edges, helping customers develop new business
models, engage in new ways, and increase operational performance.
For more information, visit: www.hpe.com
1
https://blogs.idc.com/2022/01/24/enterprise-digital-infrastructure-buyers-transforming-strategic-vendor-relationships-in-2022
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version on businesswire.com: https://www.businesswire.com/news/home/20220627005315/en/
Ella Hulbert, ella.hulbert@hpe.com
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