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HPE Taps Distributors to Drive GreenLake Services Deeper into Channel

Hewlett Packard Enterprise (HPE) today announced a broad range of agreements through which distributors will now provide channel partners greater access to managed HPE GreenLake services.

Arrow Electronics, Ingram Micro Inc., Synnex, Tech Data and ALSO Group have all agreed to add HPE GreenLake services that up until now HPE has only offered to channel partners directly. HPE reports there are already more than 830 partners reselling HPE GreenLake services, with partner-led orders increasing 116% on an annual basis. HPE GreenLake Cloud Services business now has over $4.5 billion in total contract value generated by more than 1,000 customers. In the first quarter grew its annualized revenue run rate (ARR) by 27% year-over-year, the company claims.

Keith White

The distribution agreements will significantly broaden the number of channel partners to more than 100,000 that can now potentially resell HPE Greenlake managed services for servers and storage in on-premises IT environments, says Keith White, senior vice president and general manager for HPE GreenLake Cloud Services in a podcast interview with Channel Happy Hour. “There’s a lot of momentum respective to HPE GreenLake in the channel,” says White.

In addition, HPE today also revealed it has expanded its partnerships with CyrusOne and Equinix that make HPE GreenLake available via co-location hosting providers. It also plans to add three modular HPE GreenLake cloud services that provide customers with smaller servers running fewer virtual machines at lower cost entry points starting at 100 virtual machines in the first half of this year along with a bare-metal implementation of HPE GreenLake that will be made available sometime in the second half. HPE is also adding a backup and recovery service.

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Finally, HPE has simplified the billing process for HPE GreenLake Central, the console through which it monitors the consumption of IT resources, and tightened integration between HPE GreenLake and networking equipment from Aruba, an arm of HPE, to create a GreenLake for Aruba service.

HPE has been steadily expanding the scope of the HPE GreenLake services that partners can directly manage. Those offerings have become more popular with customers in the wake of the COVID-19 pandemic. Many customers decided at that point it was simply easier to rely on HPE to remotely manage IT infrastructure.

Regardless of who manages what portion of a managed service, it’s clear the opportunity for partners to sell all types of managed services is growing. The only real question when aligning with HPE is determining the precise line between when an HPE service ends the additional capabilities provided by the partner begins.

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