HPE Execs Under Pressure To Grow Channel Business

Hewlett Packard Enterprise is strongly encouraging its executives focused on the channel to get partners involved in more sales, according to Vice President and General Manager Scott Dunsire.

’I’m getting a ton of pressure inside the company to take our channel business from what it is today, about 70 percent, to closer to 90 percent,’ Dunsire said.

Dunsire spoke at the recent Best of Breed Conference in Atlanta, where he reassured partners that one year after HP’s split, the company is more dedicated to the channel than ever. The conference was organized by CRN's parent, The Channel Company.

’We built our business on partners. We’re not wavering for that. We’re only going to build our business through the channel more,’ he said.

The channel model makes sense for HPE, which has taken on agile new markets.

’When you look at just the pressure that we have in regards to margins with our field selling costs, we can’t afford to have 10,000 salespeople. But when we leverage the sales community we have the opportunity to go after much more of the marketplace,’ Dunsire said.

’We’re going to be narrowly focused with our direct sales team on the top 200 accounts, that leaves a lot of business out there,’ he said.