Focused and simple is HPE’s winning mantra: Phil Davis

By Yogesh Gupta Sep 20th 2017
Focused and simple is HPE’s winning mantra: Phil Davis

The reorg strategy is working fine as seen in company's strong Q3 results asserts Phil Davis, Chief Sales Officer, HPE.

 

Phil Davis is the man of the moment as newly appointed Chief Sales Officer at HPE. The alteration of global sales organization at HPE from November 01 this year is a game changer as the tech giant becomes micro-focused, more nimble and close-to-customer in the era of digital transformation. Phil Davis, chief sales officer, Hewlett Packard Enterprise in an email interaction with IDG India talks on his new role, the company's direction, and technology blueprint.

Edited Excerpts

What’s the prime objective of HPE Next and how does it translate for HPE’s employees, channel partners, and end customers?

HPE Next is a program we kicked off in Q2 following the completion of our enterprise service business spin-off. The goal of the program is to create an organization that is precisely built to compete and wins in the marketplace. 

“Our incredible HPE India team has helped us build a mature partner network and foster deep, long term customer relationships over the years in India.”

Phil Davis

Chief Sales Officer, HPE


We have three guiding principles driving the program. First, the customer is a priority as everything we do has to help benefit our them and partners. We need to be focused in terms of the markets and the portfolio we develop. And third, it is all about simplicity. We believe by simplifying everything--from business processes to organizational layers--we will become closer to our customers and partners, easier to do business with and better to work for.

How will the reorg (from 3 main regions into 11 smaller geographies) announcement benefit HPE over the next 12 months? It is different from your competition’s GTM.

We strongly believe our strategy of becoming more focused, simple and nimble is the right way to win in the market today. Our intent is to concentrate resources on the countries that drive the vast majority of the business today and represent the greatest growth opportunities going forward.

Technology continues to change at lightning speed and our strategy is directly aligned with what our customers are asking for and where the market is moving. You can see this strategy paying off in our strong Q3 results.

Also readHPE reorg calls out India amid 11 most growth geographies

Will the new sales structure result in thousands of jobs cut across HPE especially around the middle to senior sales positions?

HPE Next is about re-architecting the company to be precisely built to compete and win in our markets. We are optimizing both the operating model and the organizational structure to simplify how we work, including both business processes and operations.

Pointnext is core to HPE strategy: Phil Davis

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Pointnext makes hybrid IT simple; to power the Intelligent Edge; and to provide the services to make it all happen.

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Pointnext will be the customer-centric, insights-driven and outcome oriented services organisation for customers.

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Ana Pinczuk, who joined HPE in Feb 2017, will continue to lead the business globally as SVP and GM of Pointnext.

By simplifying our customer-facing organization, we will bring even more accountability and decision-making closer to the customer thus improving our speed and agility as a company.

It is reported that HPE is expected to save close to $450 million globally with the reorg. Is it true?

I would point you to what our Chief Financial Officer Tim Stonesifer said on our Q3 earnings call: Based on our current assessment, we’re committed to USD 1.5 billion of gross savings over the next three years. We will provide additional details at our Analyst Day in October.

Pointnext is a big bet by HPE. Any leadership changes or GTM approach for that division this year?

Pointnext is core to HPE’s strategy: To make hybrid IT simple; to power the Intelligent Edge; and to provide the services to make it all happen. As digital transformation continues to disrupt every industry, customers have turned to HPE as a trusted partner to help them navigate this new world.

HPE Pointnext will be the customer-centric, insights-driven and outcome-oriented services organization that our customers need. Ana Pinczuk, who joined the company in February 2017, will continue to lead the business globally as Senior VP and GM of Pointnext.

What makes you and HPE optimistic of India business as the country has been shortlisted as one out of the 11 geographies?

 

“By simplifying our customer-facing organization, we will bring even more accountability and decision-making closer to the customer thus improving our speed and agility as a company.”

 

                                                     Phil Davis, Chief Sales Officer, HPE

India has been an important market for us for a long time and we continue to see significant opportunity there. We have held the number one server market share position for several quarters. Our incredible HPE team in the country has helped us build a mature partner network in India and foster deep, long-term customer relationships over the years.

Earlier this year, Hewlett Packard Enterprise India has presented the “Best Companies to Work For” Award by a business media house in India, which speaks to the caliber of our people who will help drive our ongoing success in the country.

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