Driving revenue through sustainability: hpe's impactful sustainability report

Hewlett Packard Enterprise (HPE) is a global technology company that is committed to achieving net zero carbon emissions, promoting circular economy practices, and giving back to the environment. In its latest sustainability report, HPE highlights the significant impact that sustainability initiatives have had on its revenue growth. The company's efforts to train its salespeople in sustainability have led to $3 billion in new contracts in fiscal year 2022, a 400% increase from 201

hewlett packard enterprise co sustainability report - How $1.3 billion in new contracts led Hewlett Packard Enterprise to train salespeople in sustainability

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The Importance of Sustainability for Customers

More and more customers, especially in industries like banking with large data centers, are realizing the importance of sustainability in their operations. These customers are seeking technology investments that can help them achieve their corporate net-zero targets and reduce their carbon footprints. However, many of them lack the knowledge and understanding of how to quantify and report on their sustainability efforts.

Recognizing this need, HPE has started training its salespeople on the importance of corporate sustainability for customers and how HPE's technologies can contribute to their sustainability goals. The company understands that the IT estate is often the biggest source of operational emissions for many businesses, making it a crucial area to address in order to achieve sustainability targets.

Training Salespeople in Sustainability

HPE has developed a comprehensive training program to transform its salespeople into advocates for sustainable IT. The program includes voluntary online classes and modules that cover technical sessions and best practices for customer discussions. Salespeople are educated on concepts like ESG (Environmental, Social, and Governance) and the circular economy, and are equipped with questions to ask prospects to understand their sustainability goals and challenges.

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The training program also includes case studies and market insights to help salespeople effectively deliver HPE's sustainability narrative. Additionally, HPE offers specific product pitches, such as its cloud service GreenLake, which can significantly reduce energy costs for organizations.

The training modules have been well-received, with close to 2,500 sales, presales, and channel partners completing the program. This high level of participation demonstrates the growing demand for sustainability knowledge among HPE's salesforce.

The Impact on Revenue and Net Zero Goals

The training program has had a significant impact on HPE's revenue growth. The $3 billion in new contracts driven by the sustainability team's efforts is a testament to the increasing importance of sustainability in customer decision-making. HPE's salespeople are now better equipped to address customer pain points related to carbon emissions and offer solutions that align with their sustainability strategies.

Furthermore, HPE recognizes that customer behavior and engagement are crucial in achieving its own net zero goals. The company aims to reduce operational emissions by 70% by 2030, and a significant portion of its carbon footprint is attributed to downstream customer use. By influencing customer behavior and promoting sustainable practices, HPE believes it can make a substantial contribution to achieving net zero.

Hewlett Packard Enterprise's sustainability report showcases the positive impact that sustainability initiatives can have on revenue growth. By training its salespeople in sustainability, HPE has been able to meet the increasing demand for sustainable solutions from customers. The company's commitment to driving sustainability and achieving net zero emissions is not only good for the environment but also for its bottom line. As more businesses recognize the importance of sustainability, equipping sales teams with the knowledge and tools to promote sustainable products and services will become increasingly crucial.

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