HPE GreenLake for Aruba

FY21 Update

MARIANO GERBER – SERVICES CATEGORY MANAGER

HPE GreenLake for Aruba Elevator Pitch

What´s new on November 1st?

We are going to launch what we call GreenLake Channel 3.0 Model for Aruba in other words to be more clear

On November 1st we are going to have our Aruba´s GreenLake Channel

Model ready to sell!!

What does it mean?

It Means we are ready to sell through our Channel Partner Ecosystem the most advanced as a Service
experience with a unique Aruba flavor!! And a well known branding

It also means that it will be fully delivered by Aruba ! All the components
will be Aruba, the Products, the Services and the new Tools!!

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 How will it work?
It will be super easy!!
We´ll sell the Partner an agreement with an embedded Networking infrastructure plus a high value services
layer to allow the Customer to get the most value from this infrastructure while they use it to support their
business
Aruba Distributor Partner Customer

Invoices monthly for Invoices monthly for Invoices monthly for Pays to channel
invoice products and services products and services products and services monthly

Partner performs
Ships inventory to Delivers inventory to
inventory network
VAR customer
implementation

Receives annuity Receives annuity

stream + rebate stream + rebate

And then what?

And then the Partner does the same with their Customer!! They just “mirror” the agreement with their
Customer! And receive the annuity stream plus the benefits

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Benefits? What benefits? Talk a Little more about it please!!!
Oh that´s the best part!!
The Partner will receive an 11% back end rebate on the Aruba Product embedded on the agreement

Just the rebate? That´s all?

No, it is not the only benefit
The Partner can uplift the monthly billing to their Customer. They can also include their own Services layer
on top of ours to increase their margin and to complete and/or complement our offering.
And of course, we expected than they perform the Design, Install/Configure, Migration and Change
Management, again increasing their margin.

That sounds really great!! What do they need to start selling it?
There are a few requirements they need to accomplish:
• They need to be PRfN Silver or above membership
• The deal must be >$100K@net value on Aruba Products
• The country must have HPEFS
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Do you want to know more about it?

If you already have a potential deal or just can´ t wait because you are enthusiastic about the new way to do
business, just contact me:

mariano.gerber@hpe.com

On Belay…
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