December 31, 2018
The cloud software company’s ‘Power to the Partner’ charter now includes GSIs and distributors
Channelnomics Contributor
Nutanix is enhancing its channel charter, “Power to the Partner,” to extend opportunities to value-added distributors (VAD) and global systems integrators (GSI) along with additional opportunities for resellers. The updates provide benefits to partners across industry, size, and function in order for all Nutanix partners to succeed and grow with their Nutanix business.
The Lowdown: 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 multicloud, 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.
The Details: 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
> New incentives to reward VADs for focus, enablement, and partner management at the Pioneer level within Nutanix’s largest selling geographies
Background: Nutanix announced its new channel charter in August 2018 focusing on providing partners with a unique and beneficial program framework distinct from traditional programs. Unlike most companies, 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 partners, Nutanix is enhancing program benefits for its existing resellers as well as extending these benefits to VADs and GSIs.
The Buzz: “Since the beginning of our partnership, Tech Data and Nutanix have consistently been able to deliver business value and execute joint initiatives to the benefit of our partners. We’ve been pleased with the partnership and the multitude of resources that are available from Nutanix, and we’re certain we will be able to expand our relationship even further with access to more benefits from the channel charter,” said Cheryl Neal, vice president of Data and Networking Solutions at Tech Data.
“Since bringing the charter to market, we have listened to feedback from our partners, and have made an effort to quickly respond to their suggestions to extend the program to all partners from resellers to GSIs alike. As we look to help customers modernize their data centers and embrace multi-cloud solutions, it is essential that every partner has the tools they need to help us carry out this goal,” said Rodney Foreman, vice president of Global Channel Sales, Nutanix.
