Vijay's Patel interview, Worldwide director Cloud28 & Service Provider Business Development at Hewlett Packard Enterprise

How HPE engages Service Providers worldwide with guided conversations powered by LeadSeed

Introduction

Reaching and engaging Service Providers at scale is a major challenge for global technology vendors.

In this video testimonial, HPE explains how it transformed a traditional lead generation approach into a guided conversation model, designed to help Service Providers structure their growth strategy while enabling sales teams and channel partners to operate more efficiently.

Context

Hewlett Packard Enterprise works with a vast ecosystem of Service Providers worldwide.

There are approximately 30,000 Service Providers globally, making it extremely difficult to reach them consistently through traditional sales and marketing approaches.

These Service Providers are not treated as end customers, but as strategic partners, embedding HPE solutions into their own go-to-market offerings to deliver sustainable, consumption-based IT to their customers.

Webinar speaker

• Vijay Patel – HPE

• Olivier Hemmer, CEO de LeadSeed

Initial challenges

HPE faced several structural challenges when engaging its global Service Provider ecosystem.

Reaching such a large and distributed audience required working not only with internal HPE sales and engagement teams, but also with distribution and channel partners.

The main difficulty was not selling, but delivering a consistent message and approach across multiple organizations, geographies, and engagement models, while operating with relatively small teams.

Maintaining alignment across HPE, distributors, and partners in a global ecosystem required a new way of engaging Service Providers around strategy, not just products.

The problem

HPE needed to:

• Engage Service Providers consistently across multiple organizations and regions

• Move away from a purely sales-driven interaction toward a more strategic advisory approach

• Help partners identify opportunities, projects, and initiatives aligned with HPE priorities

• Provide visibility across all engagements happening globally

• Avoid fragmented tools, disconnected follow-ups, and unclear results

Traditional Q&A-style tools and disconnected marketing workflows were no longer sufficient to support this ecosystem-driven model.

The solution implemented with LeadSeed

Working with LeadSeed, HPE adopted a very different approach from classic questionnaires.

Instead of simple questions and answers, they built a guided conversation experience.

This approach walks Service Providers through each stage of a structured discussion, helping them:

• Build and operate their services business

• Identify growth opportunities

• Align their strategy with HPE solutions

• Improve profitability and scalability

The same guided conversation is used by HPE sales teams, channel partners, and distributors, ensuring a consistent experience.

How the guided conversation works

The program is designed to operate end-to-end on a single platform.

It enables:

• A structured, step-by-step guided conversation

• A consistent strategic message delivered across all stakeholders

• Visibility into all engagements globally, both inside and outside HPE

• Integration with traditional telemarketing approaches

Telemarketers can generate qualified leads, pass them to distributors, and track progress without breaking the flow or losing visibility.

The result is a unified engagement path instead of fragmented tools and follow-ups.

Results achieved by HPE

LeadSeed delivered significant results for HPE.

The most impactful outcome was enabling both sales teams and channel partners to maximize the quality of time spent with Service Providers.

This shifted the relationship from a sales interaction to a trusted advisor dynamic, enabling deeper and more productive conversations.

Key outcomes include:

• A more fruitful engagement model

• Improved lead follow-up and closure on the same platform

• Clear communication between all stakeholders involved with each Service Provider

• Strong adoption by sales teams and channel partners

HPE reports that leads and opportunities generated through this approach increased threefold.

Expansion and future directions

Following these results, other HPE business units began adopting the same methodology.

In particular, teams working on HPE GreenLake saw the value of using guided conversations to align workloads with HPE solutions.

This approach does not replace pre-sales teams. Instead, it structures and enhances pre-sales conversations, helping teams focus on:

• Customer workloads

• Business needs

• Benefits and advantages of HPE solutions

The methodology is now being adapted to additional use cases across the organization.

Key takeaways from HPE

When asked to summarize the program and the LeadSeed platform in a few words, HPE highlighted three core directions:

• Relevant engagement

• Trusted advisor positioning

• Optimized sales time

These principles define how HPE approaches Service Provider engagement at scale.

Watch the video

YouTube video

Conclusion

HPE transformed a traditional lead generation model into a guided, strategic conversation designed for a complex global ecosystem.

By standardizing engagement across sales teams, channel partners, and distributors, HPE created a scalable and consistent approach that strengthens trust, improves efficiency, and drives significantly more qualified opportunities.

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