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Transformation Areas - Working with Channel Partners

Hewlett Packard Enterprise (HPE) is focused on helping its customers accelerate the transformation of their businesses through the use of its technology solutions. Decreasing the ‘Time to Value’ for new applications and services is critical to business success in the new idea economy.

HPE announced a new go to market strategy based upon its four Business Transformation Areas: Transform to a Hybrid Infrastructure; Protect your Digital Enterprise; Empower the Data Driven organisation and Enable Workplace Productivity.

In 2015, to coincide with the launch of the new company and the Transformation Areas, EvoLearn was asked to create and deliver a series of 1 day Partner workshops to enable the HPE Distributor and Reseller channel to understand and communicate this new go to market strategy to their customers.

Challenges

The challenge for HPE was to enable their Distributor and Reseller Channel, to both understand and articulate the values and messages associated with the Transformation Areas. This required a new style of approach for many partners to engage their customers in conversations about business challenges, identify appropriate HPE solutions and services and then being able to create winning proposals.

The Solution

EvoLearn created a number of different workshop formats ranging from on-site 121 tailored sessions for the largest partners to multi-partner sessions to learn about advanced methodologies for upselling and cross selling, utilising the entire HP Enterprise Group portfolio of products, solutions and services. EvoLearn was responsible for all aspects of the workshops; creating the content and format; adapting the content to align to each partners’ strategy; managing the invitation and registration process; and gathering feedback.

EvoLearn used electronic devices to gather real time feedback. Attendees were provided with remote control devices to answer questions throughout the workshop. The answers were displayed in real time and used to stimulate interactive debate and drive the direction of the conversations. While EvoLearn respected the need to deliver to pre- determined agendas, facilitation of the dialogue initiated by the real time responses, also created valuable, relevant and practical engagement in the HPE message with the partner channel.

It was key to the EvoLearn proposal that partner feedback and input was proactively encouraged and supported as part of building a shared understanding and ‘buy in’ of the HPE Transformation Areas. Immediate feedback also allowed EvoLearn to measure effectiveness and hence refine each and every workshop going forward.

Very simply, listening to the Partner channel participants immediately on the spot, enabled EvoLearn to work with HPE to fine-tune the message.

The Result

To date EvoLearn has delivered interactive workshops to over 200 channel employees, enabling HPE to deliver its Transformation Areas messaging to wider customer audiences and more opportunities to sell its solutions and services.

CONTACT DETAILS

Address 4 The Sanctuary
23 Oakhill Grove
Surbiton
Surrey KT6 6DU
Telephone +44 141 343 9778
Email enquiries@evolearn.co.uk

WORKING IN PARTNERSHIP

EvoLearn are currently delivering HPE Accelerate your Growth Sales and Pre Sales Enablement Training to the UK&I Partner Community. This covers the whole HPE portfolio and to date over 1,000 people have attended
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