IT infra across the enterprise has undergone a tremendous change at a pace never seen before. From gargantuan mainframes to software-defined storage and compute, CIOs across the board are in the race to future-proof IT at their organizations and make it cloud-ready.
HPE has had a front-row seat in witnessing this transformation and is one of the torchbearers in building intelligent, secure, ‘edge to cloud’ solutions for the new age enterprise.
A conversation with Joybrata Mukherjee, Director - Channel, SI, Alliances and Service Providers, HPE India throws light on how the tech giant empowers companies through training and agile solutions delivered through flexible IT consumption models.
How do you see HPE’s business growth in 2019? What solutions has the company deployed to cater to influx of software-defined models?
Today, the explosion of connected things is creating a wealth of new mobile and IoT-based services and capabilities from edge to the cloud and across the enterprise.
As customers’ demand for solutions around these areas increase at an incredible pace, we see high growth from:
• Software defined solutions: for which we have HPE Synergy and HPE SimpliVity
• Storage solutions – HPE Nimble Storage and HPE 3PAR
• Software solutions - HPE OneView and HPE OneSphere
• Services led solutions - HPE GreenLake and HPE Datacenter Care
What changes have you observed in the manner in which enterprises consume IT? What challenges can we anticipate?
“We are enhancing skills within HPE Pointnext services to help customers navigate a fast paced environment and plan the technology roadmaps to make them successful.”
Our world has been fundamentally transformed by digital technology. What began with the mainframe and early supercomputers being used to solve isolated, complex functions, has since evolved to solve modern data-driven needs.
Today’s businesses require a new way of computing that is virtually instantaneous and intelligent, secure, and built for the current ‘edge to cloud’ requirements. To accelerate partner sales capabilities across these areas, we are driving technical enablement and excellence in the channel with new aligned training categories.
Which are the priority areas you plan to assist channel partners with this year?
We are innovating products that create a software-defined, hybrid operating model that spans multi-cloud, on and off-premises and at the edge. Through our enhanced Partner Ready Program, HPE assists and rewards partners for investing in and driving growth across hybrid IT product and services portfolio.
Additionally, we are enhancing skills within HPE Pointnext services to help customers navigate a fast paced environment and plan the technology roadmaps to make them successful. Through HPE Partner Ready for Services Providers, partners can leverage a streamlined compensation framework for HPE Pointnext.
“In the near future, we expect to see more and more businesses adopt this intelligent IT solution, which pays dividends across their organization.”
With the widespread proliferation of hybrid clouds and consumption-based models, how is HPE aligning its channel partner strategy to cater to these needs?
This year, hybrid cloud will be a standard as businesses leverage public and private clouds, containers and hypervisors. Hence, it is imperative to have an open approach to building solutions and managing environments. This will enable organizations with the integration and flexibility to address any workload.
On the intelligent edge front, IT decision makers will utilize intelligence to address their always-on, always-fast requirements. As a result, we can expect a surge of new mobile and IoT-based services and capabilities from edge to the cloud and across the enterprise.
However, leveraging innovative technologies to secure and manage these devices without putting corporate data at risk or burdening IT teams will be an upmost priority for organizations. Finally, in today’s pay-as-you-go world, consumption-based IT is the single trend emerging that impacts the offices of the CXOs.
When organizations pay only for what they use, they achieve close to cent percent economic utilization. In the near future, we expect to see more and more businesses adopt this intelligent IT solution, which pays dividends across their organization.
As customers adopt these solutions, which enable them to increase speed and agility, improve insights and actions, and leverage flexible IT consumption models, it is necessary for the partners to adapt fast, identify these top big areas and customer needs, and accordingly align their strategy to it.
If there is one key message you have for your partners for 2019, what would it be?
As we have an unwavering commitment to our partners, we consider them as an extension of our own team. Our long history with the channel has built trust and loyalty with our partners who are key to our success.
Through our enhanced Partner Ready Program, our partners will earn more through the increased focus on high-growth areas of the market. It will also improve their skills to effectively sell solutions in the future through new training and competencies.