HPE’s North America channel leader Terry Richardson discussed driving partner success Monday at The Channel Company’s Best of Breed Conference Page: 1
HPE’s three-pronged strategy to drive partner growth involves promoting hybrid IT, building out its Internet of Things portfolio, and then offering world-class services that lean on and enable partners, Terry Richardson, vice president for HPE’s North America Channels & Alliances, told partners Monday.
The Palo Alto, Calif.-based tech behemoth is first off looking to facilitate both private and public infrastructure, Richardson said at a breakout session of The Channel Company’s 2017 Best of Breed Conference in Atlanta.
« We’re focused on hybrid IT. We believe the world will be hybrid. That’s the bet we’re making, » Richardson told attendees. He added, « AWS has a different view of the world. »
[Related: Best of Breed 2017 Conference]
The « IoT revolution » is creating new opportunities for HPE and many of its business partners « at the intelligent edge, » he said. « We expect to have just at much spend outside the datacenter as there is today in the data center. »
However, it is « world class » services that will make those two prior strategic goals translate to a successful business, he added.
« It’s not to compete with partners, » Richardson told a room of solution providers here, most of them already aligned with HPE.
Instead, the company recognizes partners cannot « invest in everything and have to make their own bets. » The vendor is cultivating a « stable of experts » to help drive their success, he said.
HPE CEO Meg Whitman, who spoke at the BoB Conference just hours earlier, « has turned around the financial architecture of our company, » Richardson said. That includes major investments in research and development.
Moreover, under Whitman’s leadership, there’s been a significant focus on expanding partnerships, he said.
The company is now simplifying its go-to-market operations through HPE NEXT, an initiative that’s sharpening focus on the core strategy. A key component is to « really make sure that we become easier doing business with you from an operations standpoint, » Richardson told partners.
