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HPE improves support for partners to sell its Intelligent Edge

HPE improves support for partners to sell its Intelligent Edge

Including training on use and business cases, plus joint go-to-market programs

Credit: Stephen Lawson

Hewlett Packard Enterprise (HPE) has launched a program to help partners gain expertise to sell Intelligent Edge solutions.

The Channel Edge Institute (CEI) will arm partners with knowledge to help them to effectively recommend, sell, implement and manage Intelligent Edge solutions for their customers.

According to HPE, the CEI provides training on use and business cases and will also deploy joint go-to-market programs with HPE’s channel and ecosystem partners.

The program was made possible through the newly established Intelligent Edge and IoT Centre of Excellence and Lab.

HPE will also offer research initiatives to drive rapid commercialisation of Intelligent Edge technologies that simplify edge-to-cloud management and OT-IT convergence and enable new use cases.

This includes a unified provisioning, policy and security management across wired networks, Wi-Fi and 5G; the next generation of HPE’s Edgeline Converged Edge Systems and Edgeline OT Link Platform; and real-time video analytics for quality, security and customer experience applications, the company said.

The announcement was made during HPE Discover 2019, where it also announced it will shift its entire portfolio towards adapting an as-a-service model.

HPE will continue to provide its hardware and software in a capital expenditure and a license-based model, but is now pushing towards giving customers more choice in their technology usage, whether through subscription, managed IT services or pay per-use model. 

During the conference, HPE also unveiled a wave of new offerings to channel partners, including a unified global reward program for sales teams.

The HPE Sales Pro Community aims to streamline regional pricing, rewards and the deal registration process into a more “harmonised” experience.  

The program will also allow partners’ sales teams access to the same learning tools as HPE employees, while merging several new and current resource suites into a single global portal.


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