Pivot3 Expands Partner Program To Widen Hyper-Converged Infrastructure Channel Opportunities


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Hyper-converged infrastructure technology developer Pivot3 this week expanded its reach to channel partners with the introduction of its first multi-tier channel program.

Pivot3 also expanded its technology partner ecosystem with the unveiling this week of a number of storage vendors working with Pivot3 on joint offerings related to the Pivot3 Acuity NVMe storage-based hyper-converged infrastructure appliances.

Those new technology partnerships include HyTrust, a Mountain View, Calif.-based developer of cloud and virtualized environment management and security products; Veeam, a Baar, Switzerland-based developer of data protection technology; and Liquidware, an Alpharetta, Ga-based developer of desktop management software.

[Related: The 11 Coolest Hyper-Converged Infrastructure Products Of 2017 (So Far)]

While the expansion of Pivot3's channel program includes incentives aimed at helping partners grow their business, it also includes deal registration incentives targeting even the smallest of solution providers, said Mark Maisano, vice president of global channel sales for the Austin, Texas-based company.

"We designed this program to enable partners to grow as Pivot3 grows," Maisano told CRN. "It was designed to work with partners in the SMB and enterprise markets. We what to help them be more effective."

Pivot3 is replacing its former single-tier channel program with a new two-tier program, Maisano. The primary difference between the two is the revenue threshold of $2 million in annual Pivot3 revenue needed to move from the entry-level associate tier to the premier tier, he said. There is no minimum revenue requirements for associate-level partners, he said.

"There will be exceptions based on customer reach or other circumstances," he said. "If we believe the partner's business ramp will get it to the premier threshold level, we may help them get there early."

Partners at both levels will need certifications and specialties, Maisano said. "We want partners, regardless of size, to get certified and become an extension of our business," he said. "We want to make sure smaller partners can also participate in delivery and services."

Deal registration is a big part of the new program, Maisano said. "As partners grow their Pivot3 revenue, they will get additional benefits," he said. "But we want to ensure partners of any size get protection with deal registration. When a partner closes a deal and chooses a distributor, we will lock in its pricing advantage. We promise we will not forward any special pricing to partners who did not register the deal."

New partners at the associate level will be required to have one employee get a baseline sales certification and one get a technical pre-sales certification, both of which can be handled online, Maisano said.

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