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Partner programme for the multi-cloud era

Nutanix brings partner ecosystem together in a single programme architecture with enhanced services and investments to grow partners’ business with hybrid and multi-cloud solutions

Nutanix’s new simplified global partner programme Elevate, has been designed to re-define the partner engagement journey. Built on an already robust partner programme, Elevate will bring together Nutanix’s global partner ecosystem – value added resellers and value added distributors; service providers and Telcos; hyperscalers; independent software, hardware, and platform vendors; global system integrators; and services delivery partners – under one integrated architecture to deliver simplification, profitability and an accelerated multi-product, multi-cloud roadmap towards partners’ business transformation.

Elevate simplifies engagement for Nutanix’s entire partner ecosystem using a consistent set of tools, resources and marketing platforms provided in the new partner portal – making it easier for partners to outline their path to success. Further enhancements include a new performance+ deal registration designed to increase incentive potential and opportunity protection. This consistency of experience and support also extends to programme terminology – bringing together all partner organisations under a single Elevate programme brand and badging structure.

Hamza Nadi, Head of Solution Sales, SVA said: “Elevate encompasses all the support and resources I could have asked for, including a re-imagining of deal registration processes that will enable our teams to be successful teaming with Nutanix. It is very comprehensive.”

Christian Alvarez
Christian Alvarez

“Our vision has always been about simplicity, from the technology we innovate to the way we do business, and Elevate will deliver that vision to the entire partner ecosystem – enabling them to leverage market shifts toward subscription-based, multi-product, multi-cloud delivery of IT for their customers,” said Christian Alvarez, Senior Vice President of Worldwide Channels at Nutanix.

“Our new Elevate partner programme significantly deepens our commitment to all partner types around the world, and the enhancements we are rolling out today are just the beginning of many more exciting updates to come so we can partner even more effectively.”

Commenting on the new programme, Mark Poon, General Manager, ICON Business Systems said: “We are excited by the way Nutanix is embracing simplicity through the single-programme architecture and automated processes – making it much easier to define a clear path to success for our company and our customers.”

Channel benefits
To start, the Elevate Partner Programme will roll-out benefits for the channel community with further programme expansion reaching additional partner organisations in the year ahead. These upcoming Elevate partner programme elements will include updated competencies and solution validation options for alliance partners, flexible pricing models and simplified billing for service providers, and robust offer development resources for service delivery partners.

The Elevate programme for channel differs from traditional partner programmes by providing a unique emphasis on partner capabilities and competencies to sell and support the Nutanix portfolio, rather than revenue targets. The new programme represents a significant double-digit increase in investment by Nutanix into the channel and will provide the following benefits:

*Simplicity: One programme architecture for all partners to deliver software sales and consultative services based on Nutanix technology. The refreshed partner portal will provide greater access to information and insights across the partner ecosystem through custom-branded marketing materials, training tools, and personalised insights allowing for more effective data-driven decisions.

*Protection: The new performance+ deal registration programme brings greater alignment between partner and Nutanix sellers to deliver increased discounts, more predictable deal margins, enhanced opportunity protection, and attractive incentives for driving net-new business in today’s highly competitive market.

*Transformation: Elevate focuses on delivering benefits to the partners who invest in expanding their Nutanix skill sets through certifications that demonstrate specific competencies and outlines a clear roadmap on how partners can develop their desired areas of expertise.

*Profit: Elevate brings a new level of profitability, including front end margins, new mechanisms to help deliver margin-rich services, richer rebate levels for bringing new business, and a new rebate that rewards Elevate cloud champion partners for selling across the entire Nutanix portfolio.

*Experience: Elevate will ensure there are no interruptions to existing incentives from the previous channel charter programme. Additionally, Nutanix has launched the new Americas partner support centre (PSC) – a team of dedicated channel sales, system engineers and marketing resources – who will deliver an enhanced partner experience and will be available to usher the partner community through the transition along with ongoing presales support.

Ed Palmer, Chief Operating Officer, Winslow Technology Group said: “As a longstanding Nutanix partner, we appreciate Nutanix’s initiative to redesign its channel programme with a partner-first approach, including simplified engagement and a focus on consistent profitability via rebates, partner incentives, proposal based market development funds, and services opportunities.”