New HPE Global Sales Officer Davis On His Goal To Drive A Higher Percentage Of Sales Through Partners, Compensation Changes, DevOps Business Model Innovation And The HPE Next Initiative

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Talk about how you implemented that structure in APJ and what the partner reaction was.

What we did in APJ going into FY 17 was harmonize PartnerReady across the entire hardware portfolio with the exception of Aruba, which has a slightly different program. But all the other hardware portfolios had the same exact [compensation] structure. The feedback from partners in Asia was very, very positive. They felt it was a much more simplified program. So we are looking to roll that out and be more consistent everywhere in the world.

The configurator is a big breakthrough, along with automating business processes and continuing to simplify the already best partner program in the industry. Those are some of the things we have been doing in APJ, the U.S. and are looking to accelerate in FY 18.

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