Hitachi Vantara, a wholly-owned subsidiary of Hitachi, Ltd., guides our customers from what’s now to what’s next by solving their digital challenges. Working with our partners, alongside each customer, we apply our unmatched industrial and digital capabilities to their data and applications to benefit both business and society. More than 80% of the Fortune 100 trust Hitachi Vantara to help them develop new revenue streams, unlock competitive advantages, lower costs, enhance customer experiences, and deliver social and environmental value. Visit us at www.hitachivantara.com.

Jonathan Fester

jonathan.fester@hitachivantara.com +61 2 8379 5000 Queensland, NT and WA
Senior Partner Account Manager

Ed Daven

ed.daven@hitachivantara.com +61 2 8379 5000 NSW, ACT
Senior Partner Account Manager

Partner Program

What support is available to partners through your partner portal?

The new Partner Connect partner portal is designed to make it easier than ever before to work with Hitachi Vantara, and provides information based on each Partner’s attributes, area of expertise and business model. Partner Connect offers self-service access to a wide variety of tools and resources. These include access to configuration, pricing, and quoting tools; demonstration resources; sales playbooks and guideline documents; product compatibility reports; a searchable resource library, partner news, and archives. Additionally, marketing and branding guidelines and templates as well as press releases are available to assist in joint collateral creation. The portal includes personalised dashboards to track trainings, certifications, digital badges, opportunities, incentives, deal registrations and more. The portal also gives partners access to customer and prospect information, including what products they're using and what their refresh cycle looks like. This is also where our Partners can manage their preference and subscriptions to partner communications and submit requests for assistance and support.

Partner Tiers

What tiers does your partner program offer?

Hitachi Vantara’s Partner Program is built around four business models: Resell, Deliver, Manage and Create. There are three tiers within each Business Model: Member, Premier and Elite. Regardless of tier, our Partners have the flexibility to select both their desired business model and their area of expertise from three industry-recognisable competencies: Edge-to-Core-to-Cloud Infrastructure, Intelligent Data Operations and Data-Driven Solutions.

Products and Services

What products and services constitute your main offerings (the main offerings you sell to channel partners)

Data Centre, IoT, Servers, Software (Cloud), Software (On-Premises), Storage

Deal Registration

Do you offer Deal Registration?

Yes

Eligibility and Requirements

What are the requirements for partners to join your channel program?

There are three main requirements for all Partners, regardless of Tier or Business Model: (1) Maintain an active, signed, partner agreement in compliance with the relevant addendums based on the appropriate Business Model guide, (2) the completion of a Joint Business / Marketing Plan and (3) completion of the relevant Competency Requirements. Our specific Business Model guides outline additional requirements (and benefits) that are unique to each model.

Training and Certification

Do you offer training and certification to your partners?

Yes

What types of training and education does your partner program offer?

In FY21 we streamlined our training, introduced a new learning management system platform and updated course content to ensure our testing materials are relevant to our current portfolio. Also new in FY21, Hitachi Vantara offers digital badges that recognise skill development and achievements of clients, partners and employees who complete selected courses, learning tracks, and pass qualification tests or certification exams Access to the Hitachi Vantara learning platforms is available anytime, anywhere. Through these platforms Partners can increase their knowledge and skill sets around Hitachi solutions and services. Once registered, Partners can search for and enrol in instructor-led, classroom-based courses, and virtual or on-demand, web-based training (WBT) courses. They may also access current registered courses and view certification options. As a benefit to our Partners, access to a wide range of free online courses as well as pre-funded technical, sales and solutions courses may be available through our Scholarship Program.

Is there a cost to partners for sales/technical training and/or certification?

Many sales courses and other general courses are short and freely available on the partner portal. However, the more in-depth technical training for delivery and management take place over 3-5 days virtually or in person and have exams for certification. These courses do attract a fee but there are scholarships available that can be applied for and vouchers for the first and second attempts on the exams.

Partner Portal in Detail

What are the major components of your partner program?

4 BUSINESS MODELS -- Hitachi Vantara’s Partner Program is built around the following business models:

1. RESELL for VARs, Solution Providers and Distributors
2. DELIVER for GSIs, RSIs and Service Providers
3. MANAGE for CSPs, MSPs, GSIs and RSIs4. CREATE for Alliance partners, ISVs, Developers and OEMs.
4 COMPETENCIES -- Our Partners have the flexibility to select both their desired business model and their area of expertise from three industry-recognisable competencies:

1. Edge-to-Core-to-Cloud Infrastructure
2. Intelligent Data Operations
3. Data-Driven Solutions

Whether our Partners are reselling or co-creating innovative solutions, managing differentiated as-a-service offerings, or extending partner-delivered services based on Hitachi Vantara products and solutions, our commitment is to offer an enhanced PREDICTABLE, PROFITABLE AND PIONEERING experience.

By increasing our digital footprint, we are here when and where our Partners need us. Our new and enhanced, user-friendly PARTNER CONNECT PARTNER PORTAL is the gateway to sales, marketing and product content.

Once you have joined the Hitachi Vantara partner program, you will receive on-boarding information and get access to training and tools to make the most of the services available in the Partner Portal.

Enhanced BUSINESS AND TECHNICAL TOOLS enable Partner success. Available anywhere, anytime our CENTRE OF EXCELLENCE accelerates the sales processwith virtual solution demos, advanced technical reviews, proof of concepts (POCs), solution benchmarking, meeting capabilities and more. We help our Partners to showcase unique Hitachi Vantara solutions for key customers and well-qualified opportunities.

We offer a comprehensive DEMO PROGRAM, through physical and virtual demos to accelerate success.

Our FLEXIBLE CONSUMPTION AND PAYMENT OFFERING called EVERFLEX enables Partners and their customers to accelerate transformations and consume Hitachi Vantara solutions their way.

DEAL REGISTRATION encourages early engagement between our Partners and Hitachi Vantara to drive business and increase partner confidence. HV offers partners a wide array of BACK END REBATES coupled with UP FRONT DISCOUNTS, Deal Registration discounts, and quarterly or regional INCENTIVES.

All up, the program can be very lucrative for successful partners.To help speed the Quote to Cash time frame, we have developed PARTNER VELOCITY PRICING, pre-approved discounted pricing for partners based on AI outputs from previous win/loss reports by region. These sit alongside the configuration tools and our new virtual expert AI based knowledge base, Vizerto.

Our REFERRAL PROGRAM is key to successful partner-to-partner collaboration and long-term growth. Strengthening joint objectives, we offer incremental MARKET DEVELOPMENT FUNDS (MDF), based on strategic proposals aligned to priorities and regional business and / or marketing plans.

All of this is backed up by clear RULES OF ENGAGEMENT, and Partners can leverage our new, enhanced PREFERENCE CENTRE to customise their experience with Hitachi Vantara, including opting in to ongoing communications.
>> How do you assist partners through sales, training and marketing activities? Hitachi Vantara has a fantastic MARKETING HUB – a virtual marketing assistant – that can help partners apply their proposal-based MDF to 100% of the cost of the approved marketing activity.
>> How are partners able to progress up the tiered system? Hitachi Vantara wants to see its partners succeed. PARTNER ACCOUNT MANAGERS and distributors are available to support partners on the journey to success and incremental financial reward. Partners who maintain their required certification have the opportunity to move up the Partner ranks as their Hitachi Vantara revenues increase.