Nutanix announced today it is enhancing its channel charter, Power to the Partner, to extend opportunities to value-added distributors (VADs) and global systems integrators (GSIs), and to create additional opportunities for resellers. The updates will benefit all Nutanix partners.
Nutanix initially announced its brand channel charter in August 2018, providing partners with a unique and beneficial program framework distinct from traditional programs. Nutanix rewards partners based on their investments in Nutanix, rather than their revenue targets.
To continue with its original mission of providing benefits to all of its partners, Nutanix is enhancing program benefits for its existing resellers and extending these benefits to VADs and GSIs. This comes on the heels of the company’s recent partnership with Intel to allow GSIs and VADs to gain more autonomy and deliver their own branded hyperconverged infrastructure solutions.
As part of the new components of the program, Nutanix has laid out features designed specifically for VADs to provide access to incentives to help them easily capitalize on the multi-cloud, multi-platform and multi-workload opportunities in the market. Distributors can now leverage multiple resources throughout the sales lifecycle and can easily grow and improve their businesses alongside Nutanix.
Benefits for VADs under the new program include:
- A self-service channel for simplified quoting and ordering with a new value-added Distributor Price Book;
- Electronic data interchange (EDI) integration to give distributors a faster time to revenue with quote-to-cash automation; and
- New incentives to reward VADs for focus, enablement and partner management at the Pioneer level within Nutanix’s largest selling geographies.
Power to the Partner is also adding a new Influence Incentive Program, which rewards partners who significantly contribute to a customer purchase. Partners with strategic relationships and influence with customers who may not be transacting on the sale of a deal can now receive an Influencer Incentive if they are Scalers, Masters or authorized GSI partners.
Additionally, since the original launch of Power to the Partner, Nutanix has further clarified distinctions between the reseller partner tiers in the charter. Partners will now have discounting and pricing on approved opportunities which are enhanced as they move up the tiers of the charter.
With new distinctions between tiering, partners will see further benefits from investing time and resources into selling Nutanix solutions. Starting in February 2019, Nutanix will also provide Scaler and Master partners with full-featured XLAB software licenses.
