Expanding opportunities with HPEJas SoodVice President, SMB Sales
August 2018
Transforming to address a changing landscape
2
The world is Hybrid
The Intelligent Edge has unleashed an industrial IoT revolution
Services are even more critical
Creating industry leaders
3
We improve the way people live and work
4
HPE OneSphere HPE GreenLake
How?
We power the
Intelligent Edge
Your Apps
& Data
We make
Hybrid ITsimple
Deliver value & growth solution
– Lean-in with security. Gen10 solutions and HPE ProLiant for Azure Stack.
– Go big with predictive analytics. Infosight is an Enterprise Storage Game Changer.
– Change the conversation with new HPE Pointnext Consumption packages.
– Start selling Plexxi and SimplVity
– Rally with Blades Plus
– Double down with HPE Aruba
HPE Restricted. For HPE and Channel Partner Internal Use Only 5
Accelerating our strategy
In-memory analytics
Memory-Driven Computing
Composable Infrastructure
All-Flash Storage
Industry-standard compute
Mobile-First Wireless
Edge Computing
Location-based ServicesInnovations
Recentacquisitions
Expanded Partnerships
Hybrid IT Intelligent Edge
The Plexxi acquisition is expected to close in HPE’s third fiscal quarter, which ends July 31, 2018.
Lower cost | Generate more profitable growth | Increase shareholder value
HPE Next
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Simplification Execution Innovation
Why now? HPE Next is our chance to simplify the way we work, improve execution to
accelerate our innovation to create a built-for-purpose company that can win in the market and
create shareholder value.
HPE Next is our initiative to position us for the future and re-architect our company to deliver on our strategy
HPE FY18Finishing strong with our channel!
‒ Three quarters of strong channel performance
‒ Rockin’ with SimpliVity and Nimble – 100%
Channel led, SMB focused
‒ HPE Smart Buy Express is proven to be a
Smart Buy – Best Sellers!
‒ CRN ARC – Winner in 3 Categories
‒ Overall Win: Enterprise Network
Storage
‒ Overall Win: Industry Standard
Servers
‒ Subcategory Win:
Converged/Hyperconverged
Infrastructure
Thank you!
HPE Restricted. For HPE and Channel Partner Internal Use Only
Accelerating Growth in SMB
Partners Leverage Ecosystem Profitable Growth
• Leverage HPE
marketing assets
• Drive focused plans
• Growth targets
• New Logo targets
• Channel Alignment
• Technical Resource
Alignment
• Partner Support
• Marketing
• Specialist sales team
• Inside Sales
• Focus on value
products
• Expanding server
footprint
• Programs & SPIFs
• Medallion Pricing
• Smart Buy Express
FY18 US SMB Sales Coverage Model
# Accounts Headcount/Role
6,491
17,200
6.6M
HP
E A
tten
ded
60
-F
ield
TM
~10
8 p
er
50
-IS
R5
–IS
R
29
–S
SR
Sp
ecia
list
(Syn
erg
y, T
S, M
CS
, etc
)
15
–S
DR
15
–S
SR
Sto
rage
& H
C O
nly
15
–C
DR
(cro
ss-s
egm
en
t)
Inside Sales Dedicated to segment Field Sales Inside Sales Not Dedicated to Segment
Channel Co-Sell
39%
29%
30%
% SMB Total Revenue
Employee
Size# Accounts TAM ($M)
1000+ 1,924 $9.3B
500-999 9,700 $8.9B
250-499 20,600
100-249 75,700
1-99 6.5M $9.9B
Total 6.6M $37.5B
$9.4B
FocusedField TM Led
NamedInside Sales Led
SMB UInside Sales Led
SMB U Territory
SDR LedDemand Generation
HP
E U
natt
en
ded
$41B TAM
Easy access through an enhanced search facility to the latest core selling
content, product and solution information, images, videos, and
campaign tactics
A subscription based service that automates the delivery of rich core HPE product content,
including product images, marketing
messaging, technical specifications directly to
the partner’s website
Easily access, find, customize, and
schedule ready-to-post HPE social content that
will help partners engage and sell more
Dedicated service to help HPE partners find the marketing materials and content they need
What’s hot in HPE campaigns and
initiatives
Embrace Digital @ Channel
Products and Solutions Now
Content syndication
Social media center
Partner marketing concierge
HPE Zone on CRN
https://psnow.ext.hpe.
com/#/dashboard
Hub for all sales-ready solutions content to help
partners’ salespeople prepare for customer
conversations.
Seismic
https://hpe.seismic.com/X5/
DocCenter.aspx#/doccenter/
995661d3-fed6-4f06-86d9-
9d196c5e9564/landinghttp://custom.crn.com/hpe-zone/
https://partner.hpe.com/
group/upp-na/social-
media-center
https://partner.hpe.com/group
/upp-na/content-syndication
https://www.hpe.com/us
/en/campaigns/partner-
marketing-
concierge.html
Valuable assets for you!
‒ Smart Buy Express playbook – Priced right,
simply configured and readily in stock and
ready to ship solutions
‒ HPE SPIFs though HPE Engage&Grow for
you and promotions for your customers –
Great way to expand your wallet
‒ A suite of Partner Ready assets and
programs to change the conversation with
your customers today
HPE Restricted. For HPE and Channel Partner Internal Use Only
Growing your HPE SMB Business
– Leverage HPE’s Marketing Assets
– Develop targeted plans with the SMB Sales team
– Get certified on HPE Value products
13
Thank you!
HPE Restricted. For HPE and Channel Partner Internal Use Only