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HPE Leader Sheds Light: Impact of HPE Sales Incentives on Partner Profitability

While some vendors are pursuing share for share’s sake, Hewlett Packard Enterprise (HPE) is focused on providing solutions that deliver high-value and differentiation to the customers. The slew of across-the-board sales incentives Hewlett Packard Enterprise has rolled out recently leads to significant profitability gains for the company's channel partners. This March Gary Gammon, HPE Director of North American Distribution & OEM Sales, spoke at the XChange Solution Provider 2018 conference, touting the early success of the stackable incentives.

The second-quarter promotions and incentives cover everything from Gen10 servers, to Nimble and 3Par storage systems, Aruba wireless technology and SimpliVity products. HPE's second quarter incentives include up to $11,000 on a new logo, 33 percent off 3Par Renewals, and up to $575 for Gen10 ProLiant DL385 Smart Buys, said HPE North America Distribution & OEM Sales leader, Gary Gammon.

On the hot-selling Aruba wireless product line, HPE is offering five for the price of three internet access points, mobility master bundles, and competitive win promotions. Partners can multiply HPE incentives by selling across the full HPE portfolio. As partners scale up through the HPE Partner Ready program from Silver to Gold to Platinum, they can double their motives.

In addition, HPE has a centralized system of appointment registration with a single system for all HPE products and has released a new version of the SmartBuy Express SKUs that are in stock with distributors and delivered in just one or two days. Distribution is a "key" go to market route for HPE. "We have great distributors that support our reseller partners," he said. "There is much joint investment between HPE and our distributors with technical capabilities.  They can do complete integration and support for all our products."

Gammon encouraged partners to collaborate with D & H Distributing, one of the distributors working with HPE at the XChange conference. "They are a good partner with us today; we see robust growth through their partnership," he said.

Mike Hadley, Co-founder, and CEO of iCorps said he sees the HPE stackable incentives as a profit-packed game-changer for partners. They are being aggressive and trying to lead the market with these incentives. Hadley praised HPE for streamlining and simplifying its partner program.

Manny Via, Founder and President of Via Technology, San Antonio, said he sees the HPE stackable incentives as a significant differentiator. "I love the fact that I can put all my wireless, storage, compute and networking together and get more dollars," he said. Via predicted that the HPE acquisitions of SimpliVity and Nimble combined with a 100 percent channel model are going to drive the channel sales needle going forward.

Audrey Cox
WW OEM Communications & Brand Awareness
Hewlett Packard Enterprise

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