HPE partners at Discover 2026 said AI, hybrid cloud, and services demand are creating new opportunities across the channel.
As enterprises move from AI experimentation to deployment and operationalization, HPE executives and partners at HPE Discover 2026 said the company’s channel strategy is increasingly focused on helping MSPs and other channel partners capture new market opportunities while simplifying the way customers adopt emerging technologies.
AI adoption opens infrastructure opportunities for partners
Brandon Harris, VP of Partner Alliances and Marketing at Logicalis, told Channel Insider that AI adoption is creating opportunities for partners that can combine infrastructure expertise with services and business outcomes.
“Since we don’t make servers, we don’t make storage, we don’t make networking, we have to rely on partners like HPE to provide the technology that we can wrap with our services to deliver a solution to the client,” Harris said.
HPE, for its part, is encouraging partners to help customers build AI-ready environments while leveraging the broader HPE ecosystem, including GreenLake, networking, storage, compute, and partner-delivered services.
“They’ve always had the compute, and they’ve always had the storage. But I think the investments in networking have really expanded their capability to deliver a complete solution,” said Harris.
“Combine them with the software acquisitions they’ve made from OpsRamp, Zerto, and Morpheus so you can operationalize the management of that infrastructure,” he continued.
For 11:11 Systems’ Chief Revenue Officer Dante Orsini, the relationship between a provider and a vendor is a crucial component of successful client outcomes.
“I think as time has went on, we’ve built a really strong, deep partnership with them,” Orsini said. “When you’re going to jointly try to architect a solution that can operate in scale, that’s where the relationship really matters.”