New ​HPE NZ boss sees opportunity in partnerships

New ​HPE NZ boss sees opportunity in partnerships

A hybrid world, compute at the edge and Pointnext services are the three pillars of Colin Henderson’s HPE.

HPE is probably the largest local IT provider that opted not to invest in building a new tier-3 data centre. It was a decision that saw the company disappear from a couple of all-of-government supplier panels in subsequent years.

Henderson said the vendor has a "strong service provider model" and works with the vast majority of the current datacentre operators, including Datacom and Spark’s Revera.

“We haven’t seen that have an impact overall in the business,” he added. “Clearly it had some impact when it came to government panels, but I think if you take a view now as to where the whole cloud proposition is and whether that should be in-country or international, I think the view would be we probably made the right decision early on. We are now beginning to see the fruits of that."

Channel play

Channel remains one of HPE’s great strengths, Henderson added. with the vast majority of partners remaining with HPE, with the ecosystem in New Zealand growing as a result.

"I don’t think, through the changes we had, it was the channel or for that matter small and medium business that was impacted," he said.

HPE has, in fact, strengthened its Partner Ready service provider programme through co-selling with partners.

“That’s a very, very strong and differentiated service," he explained. "From my perspective what I’m hearing is those channel partners want to do more but they also expect us to be with them in the market place to some degree, helping them and helping their clients."

That has also seen increased lab investments, he added.

“I don’t believe the channel has been impacted at all," he said. "It actually consistently works with us and we see substantive growth coming through in different models now.”

Currently in New Zealand, major projects are underway in all industries, Henderson said, in addition to HPE’s liveable cities initiative. In addition, there is also a big push in the Microsoft-HPE engagement.

“That is taking off at a hell of a rate and we are putting a lot of emphasis on that right now,” he said.

Strong alliances are key, including with the new services spinout, the DXC organisation, which Henderson said will be one of HPE’s biggest partners in infrastructure.

A raft of other vital partnerships include very strong alliances with leading vendors such as SAP.

“The scale of the alliances we are bringing is quite significant and it certainly opens up some new doors, particularly for the consulting organisations as well," he said.

Furthermore, dialogue with the likes of Accenture, PwC and EY are growing as they look to put forward different sorts of propositions alongside HPE.

"That just embellishes the opportunity that presents itself,” he added.

According to local financial results, HPE NZ made $264.8 million in revenue for the year ended 31 October 2016, its first full year of separate operation.

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Tags CloudHPhybridHewlett-PackardNew ZealandInternet of ThingsIoTHewlett-Packard EnterpriseHPEPointnext



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