Tidallenovo12/7/2023 "Lenovo TruScale provides full flexibility to meet customers’ needs in a simple model – with the ability to scale up and down real-time, without a minimum capacity commitment required." “Lenovo intentionally designed Lenovo TruScale to solve the challenges that customers face and their need for operational agility in today’s fast-paced, ever-changing dynamic world," he said. In a written response via email to CRN to Neri's comments, Lenovo Data Center Group TruScale Services Director & General Manager Matt Horne characterized TruScale as an "innovative approach to an old problem.” Lenovo counters that even though TruScale has only been on the market for two weeks it has already closed two deals. I believe we have a three-year advantage compared to any competitor in that market." "GreenLake already has more than 450 customers and $2 billion in TCV (total contract value)," Neri told CRN. GreenLake Flex Capacity includes a whopping five times the rebate incentive partners would get in a traditional CapEx on-premises deal. One reason for the big HPE sales traction is its big investments in the channel pay-per-use model that has drawn rave reviews from partners looking to provide customers with an on-premises alternative to public cloud. In the most recent quarter, HPE GreenLake Flex Capacity channel sales were up 300 percent. HPE GreenLake – which has been on the market for four years with a breakthrough update last June – is also one HPE's fastest-growing offerings in the channel. The HPE GreenLake metering model is based on Cloud Cruiser which includes a portal that is aimed at allowing customers to "optimize their usage and costs" both on-premises and in public cloud. It is the most flexible on-prem consumption model on the market," said Neri. HPE's GreenLake Flex Capacity model – which includes HPE's own software-based metering platform Cloud Cruiser – is "a true services-led offering on-prem – a full solution which means it is enabled by software and backed by HPE Financial Services. You turn the thing off, we don’t charge you.” "Outside of services fees, which is going to be scoping up front, basically the utilization model is based on electricity. “The minimum requirement that HPE and other competitors have is that there’s a utilization model that says, ‘You have to be using at least this much for it to potentially work.’ We’re saying, ‘No, we don’t need to do that’," Laura Laltrello, vice president and general manager of services at Lenovo Data Center Group, told CRN. GreenLake battle two weeks ago when it called out its new TruScale electrical consumption based offering with no minimum capacity as a breakthrough compared to HPE GreenLake. Lenovo fired the first round in the TruScale vs. When you put next to each other, it is clear there is no comparison." "Sometimes our competitors – in the spirit of trying to deliver news – mislead customers. "From my perspective there is no other offer like ours," said Neri in an interview with CRN in response to a question on Lenovo's claims that its TruScale consumption model is superior to HPE GreenLake. Hewlett Packard Enterprise CEO Antonio Neri said that rival Lenovo is misleading customers when it compares its new TruScale electrical consumption pay-per-use model to HPE's fast-growing software-based GreenLake Flex Capacity model.
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