‘IT industry is at an inflection point’ says Nutanix as it restructures partner program
The IT industry is at an inflection point in how customers want to procure and consume technology says cloud software and IT solutions provider Nutanix.
The company has announced updates to its global partner program Elevate in order to “provide a better experience for the entire partner ecosystem and customers throughout the customer lifecycle, while staying true to the program’s unified framework.”
Nutanix released a statement in which it explains that it has, over the past year, re-architected its go-to-market strategy, programs, and tools “to provide partners more control, insights, and efficiency over sales cycles.”
The new updates to the Elevate Partner Program include:
• Enhanced and expanded incentives framework to reward partner ecosystem throughout the customer lifecycle
Program incentives will be extended to partner organisations as well as individual sellers and systems engineers.
“The New Business Individual Incentive will reward individual sellers and systems engineers at eligible resellers and services providers each time they sell Nutanix into net-new accounts,” the company stated.
It added that it in the coming months it will begin to roll out a pilot program for an Elevate Program incentive designed to reward select partners “for the delivery of consistent, on-time renewal rates with their Nutanix customers.”
• New incentive for partners that lead sales cycles autonomously
Nutanix launched a Channel Led Selling Rebate Incentive for Elevate, built to reward resellers who drive deals through the entire sales cycle autonomously.
Nutanix is enabling partners to realise this selling motion through new tool sets like the recently revamped Sizer 6.0 capacity planning tool and enhancements to Nutanix’s Performance + Deal Registration program.
• A continued focus on building partner competencies through education and certifications
The Elevate program requirements introduced a new Sizing Associate accreditation requirement for all levels, designed to enable partners to speed up sales cycles through rapid capacity planning, quoting and order fulfillment using Nutanix Sizer.
Christian Alvarez, Senior Vice President of Worldwide Channel Sales at Nutanix, said. “With our updates to the Elevate program, we’ve addressed many of our partners’ needs to engage with customers through their lifecycle - not just selling the technology, but enabling them to adopt, perform, expand and ultimately renew. Elevate now supports and rewards partners along this entire journey through purpose-built benefits and incentives.”
Scott Winslow, president at Winslow Technology Group, added, “As a Nutanix Champion partner, we are excited about the enhancements to the Nutanix Elevate Partner Program that drive new market opportunities for Winslow Technology Group. The Elevate Program provides a value-based, partner-first approach to enable ongoing success for both our company and our customers.”