Help Your Clients and Partners Make Cloud Decisions

By partnering with the 451 Research Advisory team, Hewlett Packard Enterprise built the ‚ÄòRight Mix‚Äô marketing tool, enabling clients and partners to guide on- and off-premises cloud mix decisions.

right mix cloud decisions
 
 
THE CHALLENGE


Hewlett Packard Enterprise (HPE) wanted to build additional demand for the products and services geared toward its end-user, hoster, and service-provider clients and partners, but knew that simply marketing features and value would not be enough. Its goal was to create a program that would engage and educate, arming clients and partners with compelling insight and data to drive their business focus and marketing strategies.

HPE serves enterprises deploying private on-premises cloud solutions and the third-party providers delivering off-premises cloud services to their customers. HPE believed that a fact-based market research program would generate the type of decision guidance and thought leadership that would help its sales and marketing teams better serve this broad customer base.

The 451 Research Advisors team was brought in to build a quantitatively driven program that would help HPE‚Äôs client and partner base determine the ‚ÄòRight Mix‚Äô of on-premises and off-premises cloud and hosting services.

THE SOLUTION

Focusing on cloud services, 451 Research conducted a global survey of 1,800 IT decision-makers, with the goal of determining how they are currently using cloud and managed services today and how they plan to in the future. This project was completed ‚Äì survey design, panel recruitment, field deployment and analysis ‚Äì over a four-month period. The fieldwork included both a detailed online survey to assess general trends and a number of in-depth interviews to uncover the specific reasons driving those trends. All work was conducted by a combined team of 451 Research analysts and consultants.

The market research yielded a great deal of insight, with one point in particular: The
cloud is a proxy for transformation.

Download the full case study here, and if you're interested in learning more about our advisory services, please fill out the below form and let us know how we can help!

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