Hewlett Packard Enterprise CEO Meg Whitman said it is time for partners to aggressively shift from being “farmers” to “hunters” in a market that is moving at lightning speed.
“This is a tough industry right now, it is all-consuming,” said Whitman, rallying partners to adopt a Silicon Valley startup ethos of aggressively acquiring new customers. “I think our industry, and all of us collectively, need to move from being farmers to hunters.”
Whitman says the lesson from red-hot companies like Nimble, which HPE acquired earlier this year for $1 billion, is to go aggressively after every account as if it has no installed base.
“Because there is no installed base for these new companies, they are by definition hunters,” said Whitman in a question and answer session with The Channel Company CEO Bob Faletra before an audience of 300 top solution providers at the 2017 Best of Breed (BoB) conference in Atlanta.
“Because we have, collectively, a huge installed base almost by definition we are farmers,” Whitman said. “I think all of us need to flip that model to be hunters. By definition, hunting is harder. Someone else is in there. You have to get yourself in there with a new set of technologies.“