Nutanix is "evening the playing field" for channel partners as the hyper-converged pioneer launches its new Power to the Partner program that emphasises incentives around training and new deals rather than solely sales. The program's partner status is based on the number of deals close and depth of Nutanix skills, enabling solution providers of all sizes to achieve the highest tier.
The program's top tier, Master Partner, is for solution providers that close the most deals and hold the most certifications focusing around selling Nutanix's core hyper-converged products as well as new solutions like Flow, Era and Beam.
First the first time ever, Nutanix is now requiring all solution providers to become Nutanix-authorised in order to sell its offerings.
"We've come to a level of maturity as a business and with our portfolio, that we now need to make sure that our partners have a certain level of skill and are certified before they're representing Nutanix in the market," said Rodney Foreman, vice president of Global Channel Sales for Nutanix, in an interview with CRN USA.
Foreman said the program is "about making our partners of all sizes" successful by providing new sales and marketing support, incentives and rebates. Much of the program's rebates and incentives revolve around net new customers, he said.
"We have a high rate of repeat customers. So if we can enable our partners to win new customers, once we win a new customer – they buy again," said Foreman. "So once we're in, customers see the ROI and expand those environments and then start moving other workloads to Nutanix. So we're rewarding partners, not on revenue, but more on transactions and their overall investment in selling our products across the portfolio."
Power to the Partner has three tiers: Master Partner, Scaler Partner and Pioneer Partner. The Scaler tier is for partners who are developing integrated solutions around Nutanix's Enterprise Cloud OS software ecosystem and have increased the number and level of certified staff and deals. The Pioneer tier is for solution providers who are moving their first customers to Nutanix hyper-converged solutions and gaining initial skills in core products.
The new program is giving partners features to help guide customers through digital transformation including full-service, demand generation platforms and tools to help partners get a foot in the door for new customers. Nutanix is also providing resources for partners to run Nutanix demos, Sizer and Xtract tools in order for solutions providers to deliver rapid and smooth implementations of solutions.
Additionally, the vendor has created new trainings for products like Beam, Calm, Flow, Era to help customers gain more value from their Nutanix environments. The vendor is also providing more automated sales support processes for partners.
"This new charter is positing us for long term success by providing partners with a different level of sales and marketing support," said Nutanix's Foreman. "It's about making partners of all sizes successful. We're not just putting this investment in the largest partners, we're putting this investment across our partner base, across the partner ecosystem globally to make sure that our partners are successful."
Australian Nutanix partners BEarena and Qirx shared their thoughts on the changes as well.
“As Nutanix’s first partner in the region, we’ve believed in and been part of the company’s vision from the beginning,” said BEarena managing director Darren Ashley.
“Power to the Partner is pragmatic in the sense that it recognises the long-term commitment of partners like us, while also embracing new partners that want to work with the company.”
“The channel charter program enables us to expand our Nutanix focus,” said Qirx chief executive Nick Winch said.
“The charter recognises our journey and the joint success we’ve built with Nutanix and will help us build that further, particularly in the government and education sectors that we specialise in.”
US-based partners said Nutanix's channel momentum in 2018 is at an all-time high through a slew of new investments and products. The company revamped its partner strategy in March by unleashing for the first time ever new software rebates for the channel. Additionally, Nutanix recently launched a new Velocity partner program offering more incentives and opportunities in the midmarket.