HPE GreenLake ‘Game-Changer’: Partners Applaud Appointment of Phil Soper as New Head of North America Partner Sales
Hewlett Packard Enterprise partners applaud Monday’s appointment of Phil Soper as the new partner sales manager for North America, a critical step in accelerating GreenLake’s cloud services sales growth.
“From my perspective, this is a game-changer,” said Harry Zarek, co-founder, president and CEO of Richmond Hill, Ont.-based Compugen, No. 55 on the 2022 CRN Solution Provider 500, one of the best HPE solution providers. business partners. “This will provide us with a unified sales organization for North America. There’s a lot of value in leveraging all the capabilities of North American geography. This will give us a broader view of the GreenLake market and ecosystem.
[Related: New HPE North America Head Of Partner Sales Phil Soper: ‘This Is Not Your Grandfather’s HPE’]
Zarek said he was confident Soper – a 23-year IT industry veteran with deep roots transforming solution provider organizations (pictured) – will have a big impact on transforming GreenLake’s hardware partners pay-as-you-go basis for high-value workload consumption-based services.
“Phil grew up in the channel, so he uniquely understands the role the channel provides as the last mile connection to the customer,” he said. “Phil knows the value of the channel lies in our intimate relationship with customers. We understand the unique things that happen with each client, and we put it all together in one great story. Phil understands how it works better than anyone.
HPE appointed Soper to the new role on Monday, integrating sales operations in the United States and Canada in a move that effectively redefines the role of North American channel leadership for the GreenLake all-as-a-service era.
Zarek praised HPE CEO Antonio Neri for leading an all-channel-as-a-service transformation with significant investment and resources. “Antonio Neri has been emphasizing this transformation of everything as a service,” he said. “Antonio was ready to invest, bringing in new leaders like [HPE Executive Vice President and General Manager of GreenLake] Keith White from Microsoft Azure. Who better understands this type of transformation than the people who have experienced this transformation at Microsoft? »
HPE is reshaping the canal landscape with a greater emphasis on the GreenLake Canal ecosystem, Zarek said. “What HPE does is really solve the puzzle of hybrid computing. They do a better job than anyone with this,” he said.
Paul Cohen, vice president of sales for New York-based PKA Technologies, which has a number of deals with GreenLake, said he was pleased to hear that Soper is focused on accelerating sales growth. from GreenLake.
“It’s music to my ears, the reason being that we’ve already reinvented ourselves as an organization to drive consumption and everything as a service with HPE technologies,” Cohen said. “Through our PKASolveIT managed services, we have sold a number of GreenLake offerings, with over 20 opportunities in our pipeline. We are not the traditional IT systems integrator you know. We have evolved with HPE to sell everything as a service. »
Cohen said he was heartened to hear that HPE is investing to drive GreenLake’s sales growth. “Whether through a new co-selling model, the sophistication of the entire ecosystem, or new funding mechanisms to drive GreenLake, I look forward to the HPE teams helping us to activation, to continue our growth and to develop the required skills,” he said. said. “We are an Aruba Platinum Partner as well as an HPE Platinum Partner, which means we have the expertise to co-develop and collaborate on the transformation strategy with HPE’s edge-to-cloud platform as the starting point. of sight. »
Cohen commended HPE’s local channel leadership team, led by East US Channel Manager Kevin Blaine, for providing world-class support during PKA’s GreenLake go-to-market transformation and said he expected Soper to continue this push. “We look forward to Phil’s innovative strategies to support us in the future,” he said.
CR Howdyshell, president of Advizex, No. 104 on the CRN Solution Provider 500, said Soper’s strong experience in transformation at PCM and CompuCom will be key in helping partners accelerate GreenLake’s sales growth. “Phil’s experience in the channel can only help us accelerate the already strong momentum we’re seeing with GreenLake and Everything as a Service,” he said. “I look forward to sitting down with Phil and understanding his strategy for the partner ecosystem.”
Howdyshell praised Paul Hunter, general manager of HPE North America, for “doubled down” on HPE GreenLake’s sales strategy. “This demonstrates HPE’s commitment to ensuring the chain’s success with GreenLake,” Howdyshell said. “It’s clear that Paul understands the channel and reiterates HPE’s commitment to transforming the channel with the HPE business.”
Howdyshell said channel transformation as a service is being embraced by customers. “The sales funnel is so deep that I’m pretty confident that we’ll close eight to ten infrastructure-as-a-service contracts over the next two months,” he said.