Anexinet: Transformational Consulting Focus Pays Off

Anexinet's no-holds-barred focus on driving business outcomes for customers is paying off in significant sales growth for its HPE business. The Blue Bell, Pa., company, No. 200 on CRN's SP 500, is driving HPE sales growth at a 20 percent clip above last year, powered by products like the new HC 380 and the Aruba wireless networking portfolio, said Anexinet Chief Sales Officer John Kolimago.

The transformational consulting focus has helped put the HPE Platinum partner on the elite CRN Triple Crown list that recognizes the most elite solution providers in the country for technology prowess and sales growth.

John Kolimago, Anexinet

"What customers are demanding is faster time to value and faster time to market, and that's what HPE is helping us provide," said Kolimago. "We used to think about HPE as a product company. We don't anymore. We think of them as a solutions company driving business outcomes."

HPE's sharp focus on four key areas—transform to hybrid, protect the digital enterprise, empower the data-driven enterprise and workplace productivity—is driving transformational consulting engagements with customers, said Kolimago. "You can't drive those business outcomes with just a product portfolio," he said. "It's a combination of the hardware, software and services."

Anexinet has leveraged the sharper HPE focus on business transformation to create cutting-edge solutions for customers. "We have the discrete knowledge on how to take the offerings from HPE and wrap them with our expertise and professional services to deliver solutions that help our customers realize better business outcomes."

Kolimago credited HPE's revamped partner training and certification for sharpening Anexinet's business outcome edge. "Our engineers clamor for this education because it is more focused on what matters most to our customers, which is business outcomes rather than speeds and feeds of a piece of technology," he said. "HPE is teaching our presales architects how to lead a conversation based on transformation with our customers."

In addition, Anexinet is increasingly teaming with HPE's Technology Services group, including cloud workshops to help round out its own services portfolio, said Kolimago. "Those services-led offerings really help us open lots of doors and ultimately help us build pipeline," he said.

Anexinet is finding strong success with the HC 380 tightly integrated with VMware. "There is no simpler platform to set up and deploy virtual machines for customers that want to run their business like a service provider," he said.