As IT radically and swiftly changes, IT companies have learned they must transform and be fully agile as well. “We’ve always been a services company, but now as we move [enterprise services] out of the company, this is an opportunity for us to approach our customers with an ‘advise and transform’ message,” said Flynn Maloy, VP of services marketing at Hewlett Packard Enterprise Co.

Maloy recently joined Dave Vellante (@dvellante) and Paul Gillin (@pgillin), co-hosts of theCUBE*, from the SiliconANGLE Media team, during HPE Discover EU, held in London. (*Disclosure below) They discussed the new conversations HPE is having with customers, as well as aspects of hybrid cloud and the intelligent edge.

The digital transformation conversation

While HPE still thinks of itself as primarily a service company, the client conversation has changed. “Instead of, ‘Let’s talk about running your IT for you,’ now it’s, ‘Let’s talk about how you can transform your IT,’ bringing forth our great infrastructure capabilities in technology. It’s about digital transformation,” explained Maloy.

He said that it’s crucial to change how HPE’s customers do business with it, as well as how they do business with their own customers, to create new revenue streams and find new technology markets, in addition to digitizing core business processes. Depending on the customer, there may be hybrid IT conversations around core operations, edge conversations around transformation, or even conversations around big data.

Hybrid cloud and the intelligent edge

The price points, the toolsets and the efficiencies that were the main advantages of public cloud are starting to be replicated in the on-prem environment. Therefore, in a world of hybrid cloud, it becomes mostly a question of where clients want to land their workloads.

Given the oceans of data being generated by all of the people, places and things now inhabiting digital workplaces, it’s logical to move some of the computing power required to process the data to the network location, called the Intelligent Edge. Maloy explained that intelligent edge is not just sensors and big dat;, it’s about moving compute out to the edge, bringing the edge into the rest of your environment in a way that’s never happened before.

Watch the complete video interview below, and be sure to check out more of SiliconANGLE and theCUBE’s coverage of HPE Discover EU. (*Disclosure: HPE and other companies sponsor some HPE Discover EU segments on SiliconANGLE Media’s theCUBE. Neither HPE nor other sponsors have editorial control over content on theCUBE or SiliconANGLE.)

Photo by SiliconANGLE