Diving into GreenLake

HPE had a major new cloud banking solution – HPE GreenLake for Payments. They knew it was going to be transformational, but they needed to give their sales teams the knowledge and familiarisation needed to communicate its benefits and sell effectively to a highly specialised B2B audience.

To that end, HPE brought in Ivory Partners to develop messaging for the solution, and a strategy to educate and empower sales teams so they could sell it at a series of global banking conferences.

After understanding the solution ourselves, and speaking to the different teams involved, we began by developing a message house for GreenLake for Payments, that brought together a range of meaningful messages that could be used across formats and channels.

Derived from these central messages, we then developed a suite of sales enablement tools and a programme to get the right knowledge in the hands of the right people. Tools Ivory delivered include:

• Customer presentation
• Solution brief
• Sales presentation
• Sales playcard
• Supporting blogposts
• Supporting infographic

Of course, working with a software stack meant there were a lot of different stakeholders involved – not just different HPE teams, but partner companies including Lusis and Intel. Ivory acted as a conduit between these different businesses, keeping everyone aligned and involved as the messaging and tools were developed.

With the full toolkit built and approved, Ivory Partners then designed and delivered a virtual sales training event that ensured HPE sales teams were as primed as possible to smash their sales targets and deliver for the business.