HPE OEM Solutions Meet the Team: Nobuyuki Nakamura

[MattQuirk]

Today we are welcoming Nobuyuki Nakamura, our OEM Lead in Japan, to speak to us about Japanese OEM trends and demands, as well as his top sales tips.

Good morning Nobu-san, thank you for joining us today. Could you tell us, what is your job title at HPE OEM Solutions and what do you do in this role?

Good morning to you too. I am the OEM Lead for Japan. Since joining HPE in 1994, I have been heavily involved in the company’s OEM partner business. I have 11 years’ experience working with the HPE OEM business unit, which includes five years working with OEMs in general, and six years in charge of Japan OEM (J-OEM). After this, I became the manager for our top channel partners for two years, and as of FY23, I’m now back to head J-OEM.

My job is to grow the OEM business in Japan by drawing on my experience and industry contacts. I also want to take on the challenge of growing new initiatives, such as V-OEM and HPE GreenLake, among our OEM customers here.

Are most OEMs in Japan operating on a CAPEX or OPEX model? Do you see this changing in the future?

In Japan, the CAPEX model is still the main focus for OEMs. Some customers have recently started to consider the OPEX model, but how receptive they will be to this idea will depend on how each customer provides their solution – as-a-Service, or not. I assume that the possibility of proposing the OPEX model in Japan will only increase over time.

What OEM technology trends or demands are you seeing so far in Japan this year?

We are seeing huge demand for long-term support as well as long-term supply for technology parts and services. We also see tremendous potential for HPE GreenLake for Compute Ops Management.

How do sales and business practices in Japan differ from those of western countries?

In Japan, we face competition in the form of several domestic hardware manufacturers, which is an added challenge for our region. Japanese OEM customers also have a higher expectation of – and demand for – quality in all areas. 

What interests do you pursue outside of work?

Before Covid-19, I enjoyed being able to travel to Europe twice a year. Nowadays, I’ve replaced that with travelling to different parts of Japan to discover and enjoy the local culture and food. In addition, I often tour Japanese neighborhoods by motorcycle or bicycle to uncover hidden places.

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Matt Quirk
Hewlett Packard Enterprise

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