Why you and your customers should care and how Arrow can help
Did you know that digital transformation has only reached a fraction of your customer’s applications and data? The applications that can easily move to the cloud already have. However, up to 70% are still deployed on-premises, in private clouds or non-cloud environments, with businesses unable to take advantage of the cloud experience to increase their speed and agility.
To help organisations unlock their data’s potential from edge to cloud, Hewlett Packard Enterprise has made the modern cloud experience possible everywhere with the HPE GreenLake platform.
The flexible next-generation platform allows the entire HPE portfolio to be sold as-a-service with quick delivery and no up-front billing.
How Customers Benefit
Cost-effective consumption model
- Accelerates response to business demands
- Eliminates overprovisioning
- Avoids slow procurement and time to value
- Improves siloed operations
- Cash flow savings with metering
- Vendor risk sharing
- Cloud-like experience
- Control, compliance, and security
- Reduces up-front spend for future reinvestment
- Scale up and down on demand
Why HPE GreenLake?
- Pay-per-use on-premises based on metered usage
- Flexible metering options to suit their business
- Active capacity planning to save costs
- Inherently multi-cloud and multi-stack for no lock-in
- Depth of offering, partners, and technologies
- Consumption portal with live usage views
- Financial services organisation to help use and rotate assets
- Immediate start with no time spent on app transformation
- One GreenLake support team to cover all areas
Why customers should take advantage now
- Immediately and continuously optimise usage and costs
- Less upfront cost than a traditional purchase
- Aligns workloads with capacity
- Gives an integrated view into cost, governance, performance, operations, and security
- Reduce risk and vulnerability
- Simplify procurement with as-a-service delivery
- Reduce time to market for competitive advantage
- Free IT team for more strategic initiatives
How Partners Benefit
An annuity stream that keeps producing for you – HPE GreenLake is incredibly sticky. A typical organisation will increase their HPE GreenLake usage by over 25% per year with a typical 9-month change order cycle, creating an annuity stream over the term. Change requests and additional customer requests are common, so the growth possibilities are immense. HPE GreenLake is mature in the market, differentiated, and winning.
Transform your own business solutions – Include HPE GreenLake in your own solutions to deliver your solution as-a-service rather than passing on the cost of heavy upfront investment to your customers.
Deepen the customer relationship – Our highest customer satisfaction rates are with HPE GreenLake, with 90%+ retention levels for current HPE GreenLake contracts. You own the customer relationship, the HPE GreenLake service contract, and the monthly billing and margin percentages. HPE GreenLake could also result in a 7-10 year consumption services contract and a longer-term customer relationship.
Retire quota faster – HPE GreenLake helps you retire quota faster. Go up the technology and services stack, bring third parties under HPE GreenLake management, and increase deal size. Create new revenue with rebates on the initial committed value of the SOW term, rebates on change orders when new gear is added, rebates for over-usage, and monthly recurring revenue.
Provide customers with options – Moving to a pay-as-you-go model can be a lifesaver for some customers. Make sure you give your customers all the options they need to keep the account happy and help them meet their desired outcomes. Offer HPE GreenLake as a way to help meet your customer’s needs.
Why is GreenLake a focus for Arrow?
- GreenLake customers are seeing an average of over 160% ROI on their investment
- Overall TCV of $7 billion to date
- 2022 Q2 ARR of $829 million and YoY growth of 107%
- Over 65,000 customers are currently consuming GreenLake
- GreenLake is a growing portfolio, with customers able to consume 70+ cloud services
- A rapidly growing business for Arrow in Q2/Q3 combined
How do Arrow support partners interested in GreenLake?
- Integration of 246 pre-defined Swift offers on ArrowSphere
- Relationship with alliance partners
Why do partners need Arrow support?
Arrow can accelerate your journey to unlocking the maximum financial returns available from HPE GreenLake.
Reduce Complexity – Arrow works with you to help you grow your GreenLake practice and develop a sustainable GreenLake business with your customers.
Access Resources – get all the information you need to help you understand the GreenLake offering, from quick start guides and solution briefs to infographics and videos.
Training and certification – we will help your team become certified GreenLake experts.
Technical support – architect to design Service Provider offering.
Sign as a DLSP (Disti Lead Service Provider) and access ramp model.
Arrow’s other areas of expertise to help partners include
- Trained sales and technical experts in GreenLake
- Extended payment terms
- GDS (Global Delivery/Deployment Services)
Talk to an expert
HPE EMEA – Rory Bell
EMEA Business Development Manager, Next Generation Datacentre
rory.bell@arrow.com