HPE Financial Services’ Brad Shapiro on new partner financing offers and the ITAD opportunity in ...

Описание: Brad Shapiro, senior vice president and chief sales officer of HPE Financial Services


HPE Financial Services (https://www.hpe.com/us/en/hpe-financi...) is making a concerted push to be less of a “best-kept secret” and more of a deal-closing engine for partners.



At HPE Discover 2026 (https://www.hpe.com/us/en/newsroom/bl...) , Brad Shapiro, senior vice president and chief sales officer of HPE Financial Services, walked In the Channel through several new partner-facing offers unveiled at Monday’s Partner Growth Summit (https://www.hpe.com/us/en/newsroom/pr...) .



The standout is the 90/9 Advantage structure: 90 days with no payments, followed by nine months at 1 per cent of the original equipment cost, before shifting to level payments. Shapiro said the program (https://channelbuzz.ca/tag/program/) is designed to blunt the sting of recent price hikes by pushing costs into future budget cycles without requiring customers to find new money mid-year.



On the networking side, HPFS is stacking three offers to help HPE take share from competitors: 0 per cent financing on Mist or Aruba Central software (https://channelbuzz.ca/tag/software/) , a “10 per cent better than cash” hardware financing rate, and a competitive takeout program that monetizes displaced gear.



The used equipment angle is particularly timely. Shapiro noted that memory shortages have driven up resale values for retiring gear, creating an offset against new hardware costs. “It’s the equivalent of the car market in the early COVID days,” he said.



HPFS also expanded its approved credit capacity by 150 per cent, a move Shapiro said was driven by partner frustration with re-approval cycles as component prices fluctuated.



The interview also touched on HPFS’s partner pledge – Shapiro said his team does not receive quota retirement until the partner gets paid – and the growing importance of IT asset disposition and chain of custody as Canadian customers navigate AI (https://channelbuzz.ca/tag/ai/) -driven infrastructure refreshes.



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Robert Dutt: This episode of In The Channel is brought to you by HPE Discover (https://channelbuzz.ca/tag/hpe-discover/) 2026. Check out our full coverage of the event on ChannelBuzz.ca. You’ll find our HPE Discover 2026 news hub on the menu bar at the top of the page.



Hello and welcome to In The Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel community for the last 16 years. I’m Robert Dutt, editor of ChannelBuzz.ca, and your host for the show.



Today, my guest is Brad Shapiro, Senior Vice President and Chief Sales Officer of HPE Financial Services, the captive financing arm of HPE. Brad is responsible for the global partner-facing financing strategy and programs that help resellers and MSPs close bigger deals and get paid faster. We sat down at HPE Discover last week to talk about the new partner portal enhancements HPEFS rolled out at Partner Growth Summit, the thinking behind the company’s aggressive credit expansion, and how IT asset disposition fits into the overall AI infrastructure refresh wave that’s starting to hit customer budgets.



Let’s get right into it. My chat with Brad Shapiro.



Brad, thanks for taking the time. I appreciate it.



Brad Shapiro: Sure. Glad to be here, Rob.



Robert Dutt: You guys rolled out some meaningful enhancements to the HPEFS partner side on Monday: payment structures, promotional pricing, and competitive pricing tiered to the partner’s relationship level. Canada is on the first wave of that for July 1. I understand a bunch of Canadian partners are having a party for that. For a Canadian reseller or MSP (https://channelbuzz.ca/tag/msp/) who wasn’t here this week, what does it actually change in how they can put a deal together for their customers?



Brad Shapiro: Yeah, sure. So as you said, lots of exciting announcements here for Discover. And I think first and foremost, what HPEFS has put together is really focused on helping the HPE partners sell more in a couple of key areas. So we’ve all seen, you know, with commodity prices going up and the price increases around products, we’ve got some really interesting offers that have gained a lot of traction in the market.



The 90/9 Advantage is one of the key ones. And that offering partners can offer to their customers is 90 days of no payments, nine months at 1% of the original equipment cost, and then it goes to level payments after. So while we can’t address that the product prices are increasing, what we are doing is providing help for customers who didn’t plan for this in the budget cycle, right? CFOs didn’t say, “Oh, here’s more money because prices are going up.” So it allows the end-user customer to kind of plan ...