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Hewlett Packard Enterprise Accelerates Sales Quotes for Partner Solutions

Faster pricing processes for both as-a-service and more traditional solutions are among a wave of updates to HPE’s Partner Ready program that includes expanded access to demos and a streamlined partner onboarding process. By Rich Freeman

Hewlett Packard Enterprise has rolled out updates to its Partner Ready program designed to make transacting business with the company easier for resellers.

Timed to coincide with the start of HPE’s 2020 fiscal year this month, the changes include modified “instant pricing” on deals valued at less than $100,000. Partners will now receive a final quote on such bids immediately rather than go through an iterative, back-and-forth negotiation process.

“That’s the best price that we can provide based on our experience of providing thousands of prices for thousands of partners and customers,” says Paul Hunter, HPE’s global channel chief. “Our partners can be confident they’re getting the best price from us the first time around.”

Feedback from resellers indicated that they prefer receiving a firm quote fast to bargaining with HPE for a modestly better price over a longer period. “They didn’t want to wait,” Hunter says.

The instant pricing process is one of two HPE uses to get quotes out to partners. The other, called “escalated pricing” and used in conjunction with larger deals, is being streamlined for faster results as well.

“Historically, we had many levels of approval that were required as the deal got either more aggressive or more complex, and now we’re simplifying that,” Hunter says.

Another change to Partner Ready seeks to encourage more resellers to execute more demos for customers. Under new policies now in effect, all HPE partners are eligible for steeper discounts on demo gear in HPE’s innovation centers. Those lower fees apply to both hands-on and remotely delivered demos. 

Partners can now devote market development funds to demos too. “When we looked at the value and effectiveness in how MDF is spent, one of the areas that delivers the greatest return is on demo and proof-of-concept systems,” Hunter says. “We’re looking to scale the use of MDF for that.”

Enhancements to the new partner onboarding process, meanwhile, seek to help newcomers collaborate with HPE on hot sales opportunities more quickly. 

“Previously, we would make them go through a number of requirements in terms of capability and they would have to show they’ve got some expertise before we would engage in the discussion about the project,” Hunter explains. “We are reducing the entry requirements such that they don’t have to go through all of those hurdles, and we can start the conversation about eligibility and pricing right at the start.” As a result, he continues, an onboarding process that could take days to get through before can be completed in just hours instead.

Two further Partner Ready updates seek to accelerate what Hunter calls already strong momentum for through-channel sales of as-a-service solutions delivered via the GreenLake platform. First, HPE is rolling out a new standardized “quick quote” process designed to get pricing out to resellers within a few hours and in less than nine total steps. 

“Essentially, we’ve been selling tailor-made suits. Each one has been specific to the customer,” Hunter says. “What we’re looking to do is make the speed to quotes and the ease to quotes simpler.”

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