EC News DeskBy 2022 every product HPE sells will be available as a service. That is the pledge of our CEO Antonio Neri and our corporate vision. To support this perspective, we have enhanced the partner Ready Programme to help partners capitalize on our leading HPE GreenLake, consumption-based model. These programme updates optimize the partner experience with new competency curricula to go beyond validating their solution knowledge while empowering our partners to further accelerate engagement and growth with and exciting special pricing benefits.
Another breakthrough change is the evolution of our partner Ready Service Provider Programme and the Cloud28+ initiative, providing business knowledge, tools, marketing, financing support and a rich ecosystem of ISVs to MSPs, service providers and hybrid partners in building world class cloud offerings for their customers.
HPE responded quickly to the pandemic to remove stress from partners by suspending the revenue targets required to maintain status in the partner Ready Programme. HPE have also extended payment terms to distributors until July 31 to improve their working capital and cash positions and support partners in the field as well as prioritizing orders related with customer supporting the fight against COVID-19.
Another important motion was to inject a capital of $2B though HPE Financial Services. This stimulus financing package was made available to partners in the UAE at a time when revenue flow into many organizations is constrained. Despite the crisis we are going through, customers still need the flexibility to acquire needed technology without a major capital outlay to keep their business running and this is exactly how we are helping our partners to support the customers.
HPE also made more facilities available virtually, for example with demos and tours of the briefing centers and access to experts, so partners can still invite customers to see HPE products and continue to secure sales.
While the COVID-19 crisis escalated rapidly across the globe, directly effecting manufacturing first and the supply chain immediately after, HPE was positioned to cope with the challenge and mitigate risks. Distribution partners in the region played a key role in this mission by maintaining stock levels in advance and quickly place re-stocking orders
While confident in combined ability to flawless supply the market with the kits they need, it was a challenging experience that followed the announcement of the extended UAE sterilization Programme, discussing with distribution partners how to deliver equipment to partners.
The first challenge to deal with was the shock of the uncertainty, followed by cases of freezing or postponing certain projects related to business sectors impacted directly from the pandemic like hospitality, travel and retail. Requests for extended or flexible payment terms was another challenge to rise quickly as well as demand to expedite orders related to the fight against COVID-19.
HPE’s immediate response to inject $2B into flexible financing, extending payment terms to distributors, good financial position of our partners and diversification of addressable market sectors, was key to mitigate the risk.
With remote working being a top priority, channel partners, being IT companies are uniquely positioned to share knowledge and experience with customers. But while technology is critical either if we work from home, the office or commuting what is really important is the ability to provide solutions based on consumption, flexible payment, smart financing like buy and lease back for example and the right mix of compute, storage and software.
Initiatives
- HPE responded quickly by suspending revenue targets required to maintain status in the partner Ready Programme.
- HPE extended payment terms to distributors until July 31 to improve working capital and cash positions.
- Another important motion was to inject a capital of $2B though HPE Financial Services.
- HPE also made facilities available virtually, for example with demos and tours of the briefing centers and access to experts.
- The first challenge to deal with was the shock of the uncertainty, followed by cases of freezing or postponing projects.
- Meeting requests for extended or flexible payment terms was another challenge.
- Meeting requests to expedite orders related to the fight against COVID-19.
