I had the great pleasure of serving as a faculty member for HPEs’ global sales leaders curriculum and this particular session held on 10-18-19 featured the Public Sector segment of HPEs’ business. These include the Federal, State, Local and Education sectors of the Government markets for HPE. The key here is to recognize that this type of sale is very different from the commercial markets segment as the complexity of the decision process and companion regulations built into the buying process must be managed very differently and require a unique approach. HPE sales leaders have to work through systems integrators, partners along with dealing with various government agencies, politics and ultimately the public constituencies themselves. It is an RFP driven environment and often times decisions are determined by best value or low cost parameters. The people were terrific and we had lots of great discussions. In my career I have worked directly with sales into the Public Sector and have sat for many years on boards of trustees in the Education segment. I truly admire those HPE leaders that operate in this segment. It takes a special type of skill set to be successful and these are certainly special people.
