hpe partner ready program enabling partner transformation · certification and learning technical...
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HPE Partner Ready Program
Enabling partner transformationProgram guide for Solution Providers
Page 2HPE Partner Ready Program
Quick navigation
3 Overview
4 Strategy
5 What’s in it for you
8 Specializations
9 Competencies
10 Certification and learning
12 Technical resources
13 Marketing resources
Please click on an item below to navigate to that section of the program guide.
Quick navigation
Page 3HPE Partner Ready Program
Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
“Our partners are an extension of our HPE family, and everything we do is geared toward setting our partners up for success. We continue to invest in and enhance our HPE Partner Ready Program to drive value and profitable growth for our partners through innovation, simple design, and a predictable program.”
Antonio NeriPresident & CEO, Hewlett Packard Enterprise
Overview: Drive growth with the HPE Partner Program for Solution Providers
Building the industry’s most powerful program to position you for success The HPE Partner Ready Program drives value and profitable growth for partners like you through innovation, a simple design, and a predictable program. Our program rewards you for your investment in high-growth market areas—which amount to an $87 billion market opportunity—while providing you with greater rebates and quicker access to higher membership levels and accompanying benefits.
At HPE, we build our strategy and programs around your needs, and we will continue to keep your success at the forefront of everything we do.
Visit these links to learn more about additional HPE Partner Ready Program tracks.
Service Providers
Technology Partners
Original Equipment Manufacturers (OEMs)
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Page 4HPE Partner Ready Program
Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
Strategy and portfolio: Designed in alignment for your success
Make Hybrid IT simpleYour customers are working hard to accelerate innovation and win in an age of digital disruption that is fueled by a new breed of apps and data that are created anywhere and live everywhere. They need a fast, flexible technology strategy that acts as an accelerator for the business. To help them discover what’s next for their enterprise, you have to help them operate flexibly and seamlessly across all environments—new and existing—at scale and faster than ever before. Hybrid IT is the way.
Power the Intelligent EdgeAs part of our reseller community, HPE Partner Ready for Networking enables you with a comprehensive Edge portfolio that helps your customers respond to the growing convergence of mobility, cloud-based applications, Internet of Things (IoT), and emerging security threats. Aruba, a Hewlett Packard Enterprise company, provides solutions for wired, wireless, WAN, security, management, location services, analytics, and assurance needs.
HPE PointnextHPE Pointnext provides an integrated portfolio of advisory, professional, and operational services to maximize the value of connected devices and modernize your customers’ IT infrastructure with the flexibility of cloud. Leverage HPE Pointnext expertise to build new capabilities, strengthen customer relationships, and enhance upsell opportunities. Through service offerings like HPE GreenLake Flex Capacity, you can meet your customers’ needs for cloud economics while maintaining data and workloads on premises in a pay-per-use model.
FPO
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Page 5HPE Partner Ready Program
Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
What’s in it for you
Opportunities for growth and expansion
Earn more and generate more business.
Drive growth and transformation through new consumption models.
Strengthen your industry credibility through HPE competencies.
Expand your expertise with HPE technical enablement to increase pipeline.
Enjoy a redefined partner experience that makes it even easier to work with HPE.
“We understand the challenges partners face, and we are dedicated to helping them address issues and capitalize on opportunities—putting our ‘Partnership first’ core value into practice.”
Paul HunterWorldwide Head of Partner Sales, Hewlett Packard Enterprise
Page 6HPE Partner Ready Program
Quick navigation
Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
Financial benefits: Accelerate profit and protect your margins HPE has a robust set of financial benefits for partners starting from your first dollar, with no gates or caps, that scale with your HPE business growth. You can boost profits with:
Special pricingAccess discounts that are higher than standard on highly competitive opportunities. This benefit is typically used on large deals and may have value restrictions.
Partner incentivesHPE offers the industry’s most comprehensive incentive program, which rewards partners for sales and learning.*
Deal protectionHPE Deal Registration protects your sales opportunity from competitors.
Market development funds (MDF)MDF are monetary resources provided to qualified partners to subsidize costs for marketing activities that drive demand for HPE products, services, and solutions.
Partner compensation A simplified rebate model offers higher payouts and more growth opportunities.
HPE Pointnext opportunity Partner Ready for Services (APJ | EMEA | LAR | NA)recognizes and rewards top-performing partners for selling HPE-branded services to end customers. Partner Ready for Services Delivery (APJ | EMEA | LAR | NA) partners receive benefits for service delivery to end customers on approved HPE products.
What’s in it for you
* Products included and rewards offered vary by region.
Page 7HPE Partner Ready Program
Quick navigation
Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
What’s in it for you
Earn more with HPE Financial Services HPE Financial Services helps your customers fund their transformations and rethink their IT investment strategies, while allowing you to expand your sales opportunities to include more services-led solutions and earn additional margin.
Sell more• Increase deal size
by 20% to 35%, and eliminate large initial cash outlays
• Enable a recurring revenue stream with renewals
• Facilitate add-on sales with proactive credit lines
Earn more• Receive up to 4%
additional margin
• Enjoy an uplift in rates and control how much you earn
• Leverage attractive incentive programs
Improve cash flow• Benefit from fast
payment initiation within 48 hours of customer acceptance
• Reduce days sales are outstanding
• Receive immediate full revenue recognition while your customers make monthly payments to HPE Financial Services
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Page 8HPE Partner Ready Program
Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
Specializations: Distinguish yourself as a specialist partner
HPE provides substantial compensation to partners with specializations, allowing you to differentiate your capabilities. Elevate your company’s status through employee certification, focused trainings, and satisfying revenue requirements. Additionally, your acquired specializations can be marketed through insignias, digital badges, and the HPE Find a Partner site (HPE | Aruba).
HPE Business Partner
HPE Specializations FY19
Hybrid IT and HPE Pointnext
Aruba NetworkingPlatinumPartner
HPE Pointnext
Hybrid IT
Aruba Networking
Service Provider
GoldPartner
HPE Pointnext
Hybrid IT
HPE Aruba Networking
Service Provider
SilverPartner
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Page 9HPE Partner Ready Program
Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
Competencies: Differentiate your solution offerings
HPE Partner Ready Program Competencies recognize your investments in building out solution practices within your business. Enjoy these HPE Competency benefits:
To learn more, review the competency brochure or visit the Partner Ready Portal Competency page:
APJ | EMEA | LAR | NA
Pipeline and revenue growth through demand generation and access to market development funds
Preferential access to marketing resources, training, and sales collateral provided by strategic solutions capabilities
Access to our robust solutions and services ecosystem with sales and technical tools, branding, financial benefits, and promotion on Find a Partner (HPE | Aruba)
HPE Partner Ready Competencies and workload solutions
SOLUTION DOMAIN COMPETENCY WORKLOAD SOLUTIONS
Hybrid IT Cloud Hybrid Cloud with MS Azure Stack
Hybrid Cloud with VMware vCloud
Software-Defined Infrastructure (SDI)
SDI with Docker Containers
SDI with VMware & Hyper-V Virtualization
Data Management & Analytics
Real-Time Analytics with SAP HANA
Data Management with Microsoft SQL Server
Data Management with Oracle
Object Storage with Scality
Data Protection
Intelligent Edge Aruba Aruba Location Services
Aruba ClearPass Security Policy Management
IntroSpect/User Entity Behavior Analytics
Workplace Experience Client Virtualization with Citrix and VMware Horizon
HPE Pointnext Transformation Services HPE GreenLake Flex Capacity
Data Protection & Business Continuity
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Page 10HPE Partner Ready Program
Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
Certification and learning: Expand your expertise to achieve more
HPE Partner Ready Certification and Learning is a world-class sales and technical certification program that validates your skills and expertise through on-demand and live learning. Plan, integrate, and deploy HPE technologies and solutions across all stages of the buyer’s journey.
Sales certificationsWith the FY19 sales-certified Hybrid IT solutions certification, you can build more pipeline by becoming conversant in Hybrid IT and learning to recognize and qualify opportunities in three key areas: Everything-as-a-Service, Software-Defined, and Intelligent Storage.
The HPE Sales Certified – Aruba Products and Solutions [2019] certification will help you describe, position, and recommend Aruba wired, wireless, WAN, security, management, location services, and analytics solutions.
This Introduction to Selling HPE Products, Solutions and Services course covers HPE networking, server, storage, and hyperconvergence concepts, as well as HPE Pointnext and HPE Financial Services—enabling you to recommend entry-level HPE products and solutions to your customers.
To learn more, visit the HPE Partner Ready Certification and Learning page.
Top recommended training: The key to your company’s success You always have access to the latest in top recommended HPE training based on our internal sales and technical continuous learning. Training is updated quarterly and focuses on key HPE strategic initiatives and the latest products, services, and solutions to help you win more business.
Visit My Learning to learn more (login required).
HPE offers a broad portfolio of certifications, including networking, servers, hybrid infrastructure and cloud, storage, sales, and more.
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Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
Certification and learning: Expand your expertise to achieve more
Aruba Partner Ready Technical Certifications
CERTIFICATION LEVEL MOBILITY SWITCHING DESIGN CLEARPASS
ExpertThis top-level Aruba achievement validates rich technical expertise to install, configure, and support mobile-first networks.
ProfessionalThis mid-level certification validates the ability to design, implement, and manage mobile-first network solutions for enterprise.
AssociateThis foundational certification validates the skills required to broadly understand and administer Aruba products and solutions.
Aruba Mobile First Experts have attained ACMX, ACDX, and ACCX
HPE Hybrid IT Partner Ready Technical Certifications
CERTIFICATION LEVEL HYBRID IT SERVERS STORAGE DATA CENTER NETWORKING
Master Accredited Solutions ExpertThis top-level credential validates technical skills in advanced enterprise solutions.
Coming 2019
Accredited Solutions ExpertThis mid-level certification validates layered technical skills focused on complex enterprise technologies.
Coming 2019
Accredited Technical ProfessionalThis foundational certification validates the skills required to broadly understand and administer HPE products and solutions.
Most partners agree that having an advanced technical certification helps them do their jobs better, drive bigger deals, and increase win rates.* Whether you’re interested in servers, storage, networking, software-defined infrastructure, or operating systems, with HPE you have a broad range of technical certifications from which to choose.
To learn more, visit the HPE Partner Ready Certification and Learning page.
* Pearson VUE 2015 Value of IT Certification Survey. © 2015 Pearson. All rights reserved. Reproduced with permission.
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Page 12HPE Partner Ready Program
Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
Technical resources: Communities and tools
One Configuration Advanced (OCA)OCA is the next-generation HPE configurator for technical users. Access: APJ | EMEA | LAR | NA
HPE Demonstration PortalThe HPE Demonstration Portal provides access to pre-recorded and live technical demonstrations across the HPE portfolio, 24 hours a day, 365 days a year. Access: APJ | EMEA | LAR | NA
Presales TekTalksPresales Partner TekTalks are technical webinars that focus on HPE products and solutions that are key to HPE Partner Ready Certification and Learning partners. Access the TekTalk library.
Technical trainingHPE offers virtual, self-paced, and face-to-face hands-on technical trainings presented by top HPE subject matter experts. Access the online partner training calendar.
Technical communitiesTechnical communities focus on products and solutions across HPE, including Aruba Airheads. Join the conversation with peers and HPE subject matter experts to influence future HPE solutions. Visit the HPE Partner Ready Presales community and Aruba Airheads.
My LearningMy Learning is a personalized and customizable site for sales and technical training, certification, and enablement. It allows you to easily track updates and access tools, resources, and exclusive discounts.
Digital badges Digital badges allow you to showcase your individual expertise and achievements with electronic credentials that can be added to your resume, social media profiles, email signatures, and websites.
Partner Learning Management ToolThe Partner Learning Management Tool allows Partner Education Managers (PEMs) to access real-time learning history, certifications, and exams. PEMs can also assign learning plans and certification paths to specific employees to support your business objectives.
HPE Master ASE
Advanced Server Solutions Architect V3
Certified
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Page 13HPE Partner Ready Program
Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
Marketing resources: Access sales and marketing tools
HPE Partner Ready PortalYour first stop for all program information, resources and tools, including insignias, and access to Products & Solutions Now (PSNow), Seismic, the Social Media Center, and more. Visit: partner.hpe.com
SeismicDownload top sales resources, aligned to HPE selling priorities, to share with customers. Visit: hpe.seismic.com
Products & Solutions Now (PSNow)View the full inventory of content for marketing and presales resources on PSNow. Visit: psnow.ext.hpe.com
Social Media CenterEasily integrate ready-to-post, customizable social content into your marketing campaigns to reach more customers. Access: APJ | EMEA | LAR | NA
Content SyndicationAutomatically stream the latest HPE product and marketing content to your website for an interactive experience for your customers. Access: APJ | EMEA | LAR | NA
Partner Marketing ConciergeQuickly find HPE assets, content, and tools. Reach out to the Partner Marketing Concierge team via email at [email protected] or access: APJ | EMEA | LAR | NA
Find a Partner Customers can find a partner based on geographic area, partner type, and capabilities, including specializations and competencies. Access: HPE | Aruba
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Overview
Strategy
What’s in it for you
Specializations
Competencies
Certification and learning
Technical resources
Marketing resources
HPE Digital Marketing ProgramThe HPE Partner Ready Digital Marketing Program provides a comprehensive suite of marketing resources, tools, and content to simplify your digital marketing experience, yield more pipeline, and generate more sales.
Assess: Digital Marketing Maturity AssessmentEvaluate your digital marketing capabilities and assess your current status to help further develop your digital expertise. Access: APJ | EMEA | LAR | NA
Educate: Marketing Pro AcademyAccess a broad set of educational resources to improve your digital marketing proficiency and drive more-effective digital marketing. Access: APJ | EMEA | LAR | NA
Collaborate: Marketing Services Agencies (MSAs)Leverage a full range of business-to-business marketing services to support your partner-led demand generation activities with market development funds. Access: APJ | EMEA | LAR | NA
Empower: Co-Marketing CampaignsBoost awareness, nurture prospects, and generate demand with tools that include channel campaign prep kits and HPE persona guides. Access: APJ | EMEA | LAR | NA
Marketing resources: Access sales and marketing tools
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© Copyright 2018 Hewlett Packard Enterprise Development LP. The information contained herein is subject to change without notice. The only warranties for Hewlett Packard Enterprise products and services are set forth in the express warranty statements accompanying such products and services. Nothing herein should be construed as constituting an additional warranty. Hewlett Packard Enterprise shall not be liable for technical or editorial errors or omissions contained herein.
a00030287enw September 2018