Nimble Storage, a storage solutions company, has launched a global channel program for partners that resell the Nimble Adaptive Flash platform. The program features a tiered structure with certification levels, incentives and sales enablement tools. In addition, Nimble will offer programs in alignment with its alliance partners, including Cisco and VMware, to create strategic solutions selling opportunities for joint channel partners.
As part of the partner program, Nimble will recognize three levels of certification for partners that sell products and solutions through the channel: gold, silver and bronze. Each certification level represents the channel partner’s accreditations and demonstrated success in selling Nimble storage solutions. Depending on certification level, Nimble will provide enhanced resources such as on-demand demonstrations, networking opportunities at both local and national events and branded marketing materials for increased awareness and engagement.
Incentives offer inclusion in the Nimble Loyalty Incentive Program, which is a growth-focused allotment of marketing development funds (MDF) available to gold- and silver-certified partners. In addition, partners are provided targeted sales performance incentive funds (SPIF), a trade-in program that allows partners to replace older storage units with the Nimble Adaptive Flash platform, discounts on not-for-resale (NFR) equipment used for lab and demonstration purposes, and a deal registration program that rewards partners with discounts for new sales opportunities.
Nimble has also kicked off a partner portal strategy, to act as a centralized repository for all partner-focused content, including sales and marketing tools. Partners can log in to the portal and gain immediate access to specific sales data generated from Salesforce.com, including how many deals are registered and the pipeline associated with deals specific to that partner.
Additional sales tools available through the partner portal include customer-facing presentation materials, competitive beat sheets, call scripts, demonstration tools, marketing collateral and the latest information on incentives and promotions.
For broader accessibility, Nimble has also launched a partner mobile application — a downloadable application that includes the foundational information found on the partner portal, including deal registration and technical specifications for Nimble solutions.
Nimble’s storage program also provides partners with a dedicated channel sales and marketing team to support strategic planning. Nimble has also developed joint programs in alignment with its technology alliance partners, such as a blueprint for strategic partners that includes a go-to-market quarterly business plan to create strategic solution selling opportunities.
On the education front, Nimble is offering a range of free online training courses through Nimble University, and a partner Webinar series — bi-monthly training to enable partners to learn about the latest products and solutions and provide feedback based on field experiences.
