Nutanix shares Power to the Partner channel charter

Nutanix, an enterprise cloud computing provider, has launched its new channel charter, Power to the Partner, helping partners gain new avenues to growing their businesses with Nutanix. 

The charter stands out from traditional channel programmes by emphasising partner investments in Nutanix rather than revenue targets. The charter also focuses on empowering Nutanix partners with the tools they need to support their customers in adopting new data centre technologies.

The charter outlines partner tiers with partner status based on the number of deals closed and depth of Nutanix skills displayed, rather than revenue targets. This new structure enables partners of all sizes to achieve the highest partner category. Categories are defined as the following:

Master Partner 

The deepest level of Nutanix partnership and capabilities, where the partner is closing the most deals, and holds the most certifications with focused selling on Nutanix’s core hyperconverged infrastructure (HCI) products as well as new products such as Flow, a software-defined networking (SDN) solution; Era, enterprise cloud platform-as-a-service (PaaS) offerings for databases; and Beam, multi-cloud governance via software-as-a-service (SaaS).

Scaler Partner

The partner is growing in Nutanix partnership and knowledge, and developing integrated solutions around the Nutanix Enterprise Cloud OS software ecosystem. The number and level of certified staff and deals are increasing.

Pioneer Partner 

A partner at the initial level of Nutanix partnership and engagement, moving its first customers to the Nutanix hyperconverged solution and gains initial skills in the Nutanix core products.

Supporting the Power to the Partner charter are rebates and incentives, certifications and training, differentiating marketing tools, and more automated sales support processes. Tools and resources to enable partner success at each stage of the customer engagement process include:

● Land - Full service demand generation platforms and tools to help with acquisition of new customers​

● Adopt - Resources for partners to run Nutanix demonstrations, size an implementation, calculate total cost of ownership/return on investment (TCO/ROI), streamline virtual machine (VM) migrations and automate the migration of full database instances.

● Expand - Training for products such as Beam, Calm - application automation and lifecycle management for Nutanix and public clouds - Flow, Era and other new technologies to help existing customers gain more value from their Nutanix environments

● Renew - The cornerstone for generating recurring revenue.

Nutanix announced its channel Velocity Program focused on the mid-market in late June as one of the first stages of the channel charter in action - providing preconfigured customer offerings and content, as well as unique sales processes and investments.

Said Rodney Foreman, Vice President of Global Channel Sales, 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 harmonised data centers for all of their cloud needs today and in the future.”