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How HPE Will Reward Partners for Solution Expertise

 
 
By Michael Vizard  |  Posted 2016-09-21
 
 
 
 
 
 
 
 
 
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    1 - How HPE Will Reward Partners for Solution Expertise
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    How HPE Will Reward Partners for Solution Expertise

    HPE mapped out 11 competencies partners should ideally specialize in to generate higher margins. Six are scheduled to be in place this year.
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    2 - Application Development and Transformation
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    Application Development and Transformation

    Heavily focused on cloud application migration, this competency area involves a lot of services expertise provided by both the partner and HPE.
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    3 - IT Automation and Orchestration
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    IT Automation and Orchestration

    The IT automation and orchestration compentency is built mainly around the HPE Helion Cloud Suite. HPE is looking to provide the foundational management component for both private and public cloud deployments.
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    4 - Data Management Infrastructure and Architecture
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    Data Management Infrastructure and Architecture

    HPE is looking to drive adoption of real-time analytics using big data. The data management infrastructure and architecture spans everything from SAP HANA and Hadoop to Vertica and open-source Cassandra databases.
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    5 - Digital Collaboration
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    Digital Collaboration

    The digital collaboration competency is primarily aimed at Skype for Business implementation. The opportunity for HPE partners ranges across multiple forms of network infrastructure needed to enable a variety of low-latency conferencing applications.
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    6 - Incident Recovery
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    Incident Recovery

    Incident recovery is part of the company's overall security strategy. HPE is putting more focus on helping IT organizations respond faster to malware infestations.
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    7 - Intelligent Workplace
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    Intelligent Workplace

    Although virtual desktops are a small percentage of the desktops in the enterprise, with the rise of the cloud, virtual desktops have become a key element of workspace-as-a-service solutions.
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    8 - Risk Management and Secure Design
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    Risk Management and Secure Design

    Recognizing there is no such thing as perfect security, HPE wants to work with partners to help customers identify their most strategic assets as part of a layered approach to IT security.
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    9 - Threat Detection and Response
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    Threat Detection and Response

    The fundamentals of IT endpoint security still apply. HPE is aiming to help partners build a practice around managed security services.
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    10 - Data Discovery and Assessment
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    Data Discovery and Assessment

    Before data can be turned into a strategic asset, IT organizations need to know how much of it there is and how much of that data has been duplicated. For HPE and its partners, data discovery is the first step toward providing data management services.
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    11 - Data Analytics and Business Insight
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    Data Analytics and Business Insight

    Analytics are starting to be processed in real time to create actionable insights capable of informing transactions and making better business decisions. HPE sees this practice as being core to any digital business transformation.
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    12 - Campus Mobility
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    Campus Mobility

    Now that more than half the devices end users employ don't have Ethernet ports, new networking frameworks (such as those from the Aruba Networks arm of HPE) for managing usage of these devices across a campus environment are going to be required.
 

Hewlett Packard Enterprise has outlined a channel strategy that rewards partners for acquiring expertise in specific solution areas. For HPE, that represents a shift away from thinking in terms of bundles of products for which partners are rewarded for developing expertise. So far, HPE has identified 11 competencies, the first six of which are expected to be in place soon. For HPE and its partners, these competencies are tied to higher-margin solution areas, and partners will be rewarded for bringing HPE products and services into these types of deployment scenarios. While most partners are already organized around practices that reflect how organizations consume IT services, vendors in the channel appear finally to be moving to align their channel programs to how IT is actually used by the organizations that solution providers and vendors alike ultimately serve. Here's a look at the 11 competencies that HPE has mapped out as part of its new partner strategy; the first six on the list are slated to be in place by Nov. 1.