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Sunday, January 24, 2021

Nutanix Says ‘Power to the Partner’

Nutanix announced this week the launch of a channel charter titled “Power to the Partner.”

The charter emphasizes partner investments in Nutanix rather than solely on revenue targets, while providing partners with critical tools for supporting customers as they adopt next-generation data center technologies.

The charter outlines a tiered status based on the number of closed deals and depth of Nutanix skills rather than revenue targets. This new structure, Nutanix says, enables partners of all sizes to achieve the highest partner category.

The categories include:

  • Master Partner: The deepest Nutanix partnership and capabilities, where the partner is closing the most deals, and holds the most certifications with focused selling on Nutanix’s core HCI products as well as new products such as Flow, Era and Beam.
  • Scaler Partner: Growing Nutanix partnership and knowledge, where the partner is developing integrated solutions around the Nutanix Enterprise Cloud OS software ecosystem and has increased the number and level of certified staff and deals.
  • Pioneer Partner: Initial Nutanix partnership and engagement, where the partner is moving first customers to the Nutanix hyperconverged solution, while gaining initial skills in the Nutanix core products.

The Power to the Partner charter contains multiple features to help partners guide customers through their digital transformations. These features offer tools and resources to enable partner success aligned to each stage of their customer engagement process, such as:

Land: Full service demand-gen platforms and tools to help with the acquisition of new customers.

Adopt: Resources for partners to run Nutanix demos, Sizer, TCO/ROI, and Xtract tools so partners can deliver rapid, smooth implementations of Nutanix-based solutions.

Expand: Training for products such as Beam, Calm, Flow, Era and new technologies to help existing customers gain more value from their Nutanix environments.

Renew: The cornerstone for generating recurring revenue, the program provides resources to help Nutanix and partners satisfy existing customers.

Supporting the Power to the Partner charter, Nutanix claims, are rebates and incentives, certifications and training, differentiating marketing tools, and more automated sales support processes.

Nutanix, it should be noted, recently announced its channel Velocity Program, with preconfigured customer offerings and content, as well as unique sales processes and investments to enable partners to accelerate their success in the mid-market.

“We’re thrilled to launch Nutanix’s very first channel charter that was created directly with our partners in mind,” said Rodney Foreman, VP of global channel sales at Nutanix. “As Nutanix’s presence has grown, we see this charter as the stepping stone in our vision to empower our partners with the support and resources they need to reach their maximum potential alongside Nutanix. When our partners are successful, our customers’ businesses can better benefit from simplified and harmonized data centers for all of their cloud needs today and in the future.”

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