What is Sales and Marketing Strategy of Hewlett Packard Enterprise Company?

Hewlett Packard Enterprise Bundle

Get Full Bundle:

	5 FORCES	$15	$10
	BCG	$15	$10
	CANVAS	$15	$10
	4P's MIX	$15	$10
	PESTLE	$15	$10
	SWOT	$15	$10

TOTAL:

ADD TO CART

What is the Sales and Marketing Strategy of Hewlett Packard Enterprise?

Hewlett Packard Enterprise (HPE) has evolved into a global edge-to-cloud company, a significant shift from its origins. This transformation highlights the crucial role of its sales and marketing strategy in a dynamic industry. In 2024, HPE clarified its narrative to position itself as an essential technology partner in an AI-first world.

HPE's current focus is on enterprise-level technology solutions, including cloud services, compute, HPC & AI, intelligent edge, software, and data storage. This strategic direction has led to strong financial performance, with revenue reaching $7.6 billion in Q2 FY2025, a 6% increase year-over-year.

How does HPE effectively bring its technology solutions and services to market, and what marketing tactics does it employ to build awareness and drive sales in a competitive landscape?

Hewlett Packard Enterprise (HPE) employs a multi-faceted sales channel strategy, heavily reliant on its extensive partner network. The company's primary go-to-market approach is centered on the HPE Partner Ready Vantage program, which aims to empower partners in developing and selling their own branded services, fostering profitable growth. This program is instrumental in driving sales across HPE's comprehensive GreenLake portfolio, which now integrates all hybrid cloud solutions.

HPE Partner Ready Vantage Program

In 2024, over 3,000 partners were enrolled in the HPE Partner Ready Vantage program. This initiative is key to driving profitable growth for partners, especially in selling HPE GreenLake solutions.

HPE GreenLake Adoption

As of late 2024, approximately 37,000 customer organizations were utilizing the HPE GreenLake platform. This demonstrates significant customer adoption of HPE's hybrid cloud offerings.

Channel Evolution to Consumption-Based Models

HPE's channel strategy has evolved to emphasize consumption-based and as-a-service offerings. The integration of the entire product portfolio under the GreenLake umbrella means all partners are now engaged in selling GreenLake-based solutions.

Strategic Partnerships for AI and Networking

Key partnerships, such as the one with NVIDIA announced in Q1 FY2024, are crucial for driving AI adoption and co-developing go-to-market strategies. The pending acquisition of Juniper Networks is expected to further bolster networking capabilities and the edge-to-cloud strategy.

HPE's sales and marketing strategy is deeply intertwined with its channel partners, reflecting a significant shift towards consumption-based IT models. The company's commitment to operationalizing IT for customers, enabling the conversion of capital expenditures to operational expenses, is a core tenet of its go-to-market strategy. This approach has demonstrably increased customer engagement and project velocity. Beyond its partner ecosystem, HPE also utilizes its direct sales teams and a global network of over 500 HPE GreenLake-powered service providers to extend its reach. These combined efforts are driving substantial growth, with many geographies experiencing double or triple-digit growth for GreenLake solutions. Understanding Mission, Vision & Core Values of Hewlett Packard Enterprise provides further context to their strategic direction.

Key Sales Channel Components

HPE's sales channel strategy is built on several key pillars designed to maximize market reach and customer engagement.

• HPE Partner Ready Vantage Program: Focuses on enabling partners to sell their own branded services, driving profitable growth.
• HPE GreenLake Integration: The entire product portfolio is being integrated under the GreenLake umbrella, simplifying sales for partners.
• Strategic Partnerships: Collaborations with technology leaders like NVIDIA are crucial for co-developing AI solutions and go-to-market strategies.
• Direct Sales Force: HPE maintains direct sales teams to engage with enterprise clients.
• Service Provider Network: Over 500 HPE GreenLake-powered service providers extend the company's reach for hybrid cloud solutions.

Hewlett Packard Enterprise SWOT Analysis

• Complete SWOT Breakdown
• Fully Customizable
• Editable in Excel & Word
• Professional Formatting
• Investor-Ready Format

GET TEMPLATE ➔

Hewlett Packard Enterprise employs a comprehensive marketing strategy that blends digital and traditional methods to engage its enterprise clientele. For 2024, a significant focus is on an in-housing strategy, with over 100 professionals dedicated to media buying and planning, primarily in digital channels, to maximize a substantial ad spend.

Digital-First Engagement

HPE prioritizes digital channels, utilizing social media, SEO, and paid advertising to connect with a broad audience. Email marketing also plays a key role in nurturing leads and maintaining customer relationships.

Content Marketing for Education

The company leverages content marketing, including webinars and detailed reports, to educate its audience on critical topics. This approach aims to showcase solutions like HPE Alletra Storage for addressing challenges in sustainable IT and efficiency.

Data-Driven Personalization

HPE emphasizes data-driven marketing, focusing on customer segmentation and utilizing firmographic and behavioral insights. This allows for tailored campaigns that resonate with specific customer preferences and needs.

Key Industry Events

Events such as HPE Discover 2024 are crucial for marketing, serving as platforms for major announcements. These events highlight advancements in AI adoption and strategic partnerships, such as the one with NVIDIA.

Sustainability as a Theme

Sustainability is a prominent theme in HPE's marketing efforts, exemplified by initiatives like EcoSMART. These campaigns promote reduced environmental impact throughout product lifecycles and underscore HPE's dedication to sustainable IT solutions.

Influencer Marketing

HPE also engages in influencer marketing, partnering with tech influencers to endorse product lines. This strategy aims to enhance visibility and build credibility within the industry.

The company's marketing mix has seen a significant evolution, with a strong emphasis on events that serve as critical touchpoints for engaging with customers and partners. These events are instrumental in communicating the company's strategic direction and technological innovations. Understanding Marketing Strategy of Hewlett Packard Enterprise provides insight into how these tactics contribute to the overall HPE sales strategy and its go-to-market strategy.

Key Marketing Tactics and Focus Areas

HPE's marketing tactics are designed to build brand awareness, generate leads, and ultimately drive sales for its enterprise technology solutions. The company's approach is characterized by a blend of digital innovation and strategic engagement.

• In-housing Strategy: Over 100 professionals focused on media buying and planning, primarily in digital channels, to optimize substantial ad spend.
• Digital Channels: Leveraging social media, SEO, paid advertising, and email marketing for enhanced consumer engagement.
• Content Marketing: Utilizing webinars and reports to educate the target audience on complex topics like sustainable IT and efficiency goals.
• Data-Driven Marketing: Focusing on customer segmentation and using firmographic and behavioral insights to tailor campaigns.
• Event Marketing: Highlighting major announcements and partnerships at key events like HPE Discover 2024.
• Sustainability Messaging: Promoting initiatives like EcoSMART to showcase commitment to reduced environmental impact and sustainable IT.
• Influencer Marketing: Partnering with tech influencers to boost visibility and credibility for specific product lines.

Hewlett Packard Enterprise PESTLE Analysis

• Covers All 6 PESTLE Categories
• No Research Needed – Save Hours of Work
• Built by Experts, Trusted by Consultants
• Instant Download, Ready to Use
• 100% Editable, Fully Customizable

GET TEMPLATE ➔

HPE's brand positioning centers on being a leader in essential enterprise technology, particularly in AI, cloud, and networking. The core message, 'Your ambitions change the world. HPE unlocks them,' highlights the company as a partner enabling organizations to leverage data for impactful outcomes.

Strategic Partnership for Ambition Realization

HPE positions itself as a strategic ally for businesses, focusing on transforming data into foresight and driving real-world impact. This approach signifies a move from a hardware-centric past to a service-oriented future.

Evolving Visual Identity and Tone

The brand's iconic green and 'the Element' are updated to convey action, clarity, and leadership. The tone is heroic and purposeful, designed to instill confidence and showcase expertise.

Edge-to-Cloud Proposition and Platform Focus

HPE emphasizes its unique edge-to-cloud capabilities, with the HPE GreenLake platform serving as a key differentiator. This platform is promoted as a unified solution for hybrid workloads.

Commitment to Sustainability as a Differentiator

A significant aspect of HPE's brand is its dedication to sustainability, including a goal of net-zero greenhouse gas emissions by 2040. This focus resonates with environmentally conscious enterprises.

HPE's brand consistency across all communication channels reinforces its leadership in key technology areas. This is further validated by its recognition as a Leader in the 2024 Gartner Magic Quadrant for SD-WAN for seven consecutive years, underscoring its market vision and execution capabilities. The company's approach to reaching its Target Market of Hewlett Packard Enterprise involves highlighting innovation, sustainability, and its comprehensive edge-to-cloud strategy.

AI and Hybrid Cloud Leadership

HPE's brand messaging strongly emphasizes its leadership in Artificial Intelligence and hybrid cloud solutions. This focus aims to attract businesses looking to modernize their IT infrastructure.

HPE GreenLake as a Unified Solution

The HPE GreenLake platform is central to the brand's positioning as a provider of a complete, unified experience for hybrid workloads. It represents the shift towards an as-a-service IT model.

Sustainability as a Core Value

HPE's commitment to environmental responsibility, including its net-zero emissions target by 2040, is a key brand differentiator. This aligns with growing demand for sustainable technology solutions.

Market Validation and Recognition

Being named a Leader in the Gartner Magic Quadrant for SD-WAN for seven consecutive years validates HPE's strategic direction and execution in critical market segments.

Target Audience Appeal

HPE appeals to financially-literate decision-makers by offering comprehensive data, strategic insights, and innovative solutions that address complex business challenges.

Brand Messaging Evolution

The brand has evolved from a hardware focus to a service-oriented model, with messaging that empowers customers to achieve their ambitions through technology.

Hewlett Packard Enterprise Business Model Canvas

• Complete 9-Block Business Model Canvas
• Effortlessly Communicate Your Business Strategy
• Investor-Ready BMC Format
• 100% Editable and Customizable
• Clear and Structured Layout

GET TEMPLATE ➔

Key campaigns are central to Hewlett Packard Enterprise's sales and marketing strategy, reflecting its shift towards an as-a-service model. These initiatives aim to showcase the value proposition of its offerings and engage a broad spectrum of clients.

HPE GreenLake: The Core Campaign for As-a-Service Transformation

The HPE GreenLake platform serves as the company's most significant ongoing campaign, designed to revolutionize IT consumption. It enables customers to pay for IT as an operational expense, offering enhanced flexibility and agility.

HPE Discover 2024: Driving AI Adoption and Partnerships

HPE Discover 2024 was a pivotal campaign in 2024, focusing on AI adoption and strategic alliances. A key announcement involved expanded collaboration with NVIDIA, introducing AI solutions via HPE GreenLake to simplify enterprise AI implementation.

Sustainability as a Differentiator: The Living Progress Report

A continuous campaign highlights sustainability, exemplified by the 2024 Living Progress Report released in June 2025. This initiative aims to align with customer ESG goals and differentiate the brand in the market.

Digital Marketing and Strategic Events: Reaching the Modern Enterprise

These campaigns are executed through a blend of digital platforms and strategic events, demonstrating a commitment to innovation and evolving market presence. This approach supports HPE's go-to-market strategy.

The HPE GreenLake platform has demonstrated substantial growth, with its Annualized Revenue Run-Rate (ARR) reaching $2.2 billion as of Q2 FY2025, marking a 46% increase year-over-year. This platform now supports approximately 42,000 customer organizations, with a total contract value exceeding $15 billion. The emphasis on AI, particularly through the expanded collaboration with NVIDIA announced at HPE Discover 2024, has been a significant marketing thrust. This initiative aims to democratize AI for enterprises by simplifying its implementation, addressing common barriers of cost and complexity. The success of this campaign is underscored by the sequential growth in AI system orders, which reached $1.6 billion in Q3 FY2024, bringing the cumulative total to $6.2 billion since Q1 FY2023. Furthermore, the company's commitment to sustainability is a key marketing pillar, as evidenced by the 2024 Living Progress Report. This report highlighted a 13% year-over-year reduction in the company's overall carbon footprint in FY2024 and the achievement of its renewable electricity sourcing targets ahead of schedule. Marketing efforts like the EcoSMART initiative and webinars on sustainable IT are crucial for brand differentiation and resonating with environmentally conscious clients, reflecting a core aspect of the Brief History of Hewlett Packard Enterprise and its evolving market positioning.

GreenLake ARR Growth

HPE GreenLake's Annualize Revenue Run-Rate (ARR) reached $2.2 billion in Q2 FY2025, a 46% year-over-year increase.

Customer Adoption of GreenLake

The platform serves approximately 42,000 customer organizations, with a lifetime total contract value exceeding $15 billion.

AI System Order Growth

AI system orders grew sequentially by $1.6 billion in Q3 FY2024, reaching a cumulative $6.2 billion since Q1 FY2023.

Carbon Footprint Reduction

HPE reduced its overall carbon footprint by 13% year-over-year in FY2024.

Renewable Electricity Sourcing

The company exceeded its 2025 target for sourcing renewable electricity in FY2024.

AI and GreenLake Integration

Purpose-built AI solutions are now delivered through HPE GreenLake, simplifying enterprise AI adoption.

Hewlett Packard Enterprise Porter's Five Forces Analysis

• Covers All 5 Competitive Forces in Detail
• Structured for Consultants, Students, and Founders
• 100% Editable in Microsoft Word & Excel
• Instant Digital Download – Use Immediately
• Compatible with Mac & PC – Fully Unlocked

GET TEMPLATE ➔