2014 Partner Programs Guide Details


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Nutanix
Nutanix Partner Network

Company Information
Address1740 Technology Dr
Suite 100
San Jose
CA
95110
855-688-2629
URLwww.Nutanix.com
CEODheeraj Pandey
Year Company Founded2009
North American Channel ChiefSteve Kaplan
VP Channel and Strategy
Vendor Size CategoryEmerging
Total RevenueLess than $100M
Indirect Revenue Percentage91% to 100%
Program Information
Name of Channel ProgramNutanix Partner Network
Year Program Established2013
Number Channel Field Sales Reps North America45
Number Inside Channel Sales Reps North America10
Total North American Partners375
Number of New North American Partners200
Top Tier NameElite
North American Partners Top Tier5
Worldwide Partners Top Tier15
Tier 2 NamePremier
North American Partners Tier 2150
Worldwide Partners Tier 2160
Tier 3 NameAuthorized
North American Partners Tier 3220
Worldwide Partners Tier 3300
Tier 4 NameConsulting
North American Partners Tier 40
Worldwide Partners Tier 40
Market Segment Specializations
Backup and Recovery Software
Cloud Infrastructure
Data Center
Server and Desktop Virtualization
Storage
Cloud Product and Program Offerings
Products Used To Build Private Clouds
Existing Program Supports Cloud Products
Extra Points Of Margin For Registered Deals
Extra Points On All Registered Deals
Time Frame For Communication of Deal Registration Approval or DenialYes within 72 hours
Program Offerings To Support Resellers
SPIFs
Discount Promotions
Qualified Leads
Awards For Sales
Awards For Innovation
Incentive Program
Marketing Resources
Partner Portal
Online Tools
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
MDF/Co-Op
Sales Enablement
Tiered Discounts
Training
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End CustomersUnsure
Programs To Increase Services Attach
Case Studies
Pay As You Go Purchase Option
Offer Residual Revenue ProgramYes
Demonstration Units OfferedYes for any partner level
Demonstration Unit Charges51%-75% off list
Criteria To Determine Partner Tiers
Joint Business Plan
Certifications
Technical Skills
Criteria To Determine Partner Discounts
Tiered Discounts
Program Offerings To Help Partners Expand Businesses
Eligibility To Sell Vendor Services
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
MDF
Training Offerings
Web Based
Instructor Led
Face To Face
Roadshows
Authorized Training
Costs for trainingFree for all partner tiers
Recertification RequirementsLess often than once every 5 years
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramNo revenue commitment necessary
Requirements To Join Program
Certified Or Accredited Sales Staff
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Escalation Procedures For Rules Of Engagement
Dedicated Account Team
Clearly Defined Division Between Direct and Indirect
Partners Briefed On Product LaunchesLess than one month before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Downloadable Marketing Materials
Online Training Resources
Account Management
Partners Syndicate Content To Their Website
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Content Syndication
Hands-On Marketing Support Offered To Partners
One To Many Marketing
Other Information and Education Support Offered To Partners
Host Conference For Partners
Conduct Online Seminars And Conferences
Publishes Regular Newsletters
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Requirements for MDF/Coop Marketing
Number Of Certified Technicians
Discretionary Based On Usage Approval
Tier Based
Proposal Based
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Advertising
Promotions
Webinars
Events
Telemarketing
Appointment Setting
Email Marketing
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF QuarterlyNot Applicable
Partner Lead Support Offered
Generates Leads And Initiates SalesTop Tier and 2nd Tier Partners Only
Generates Leads Which Are Given To PartnersTop Tier and 2nd Tier Partners Only
Drive Demand Directly To Partners Through MDFTop Tier and 2nd Tier Partners Only
Tools On Portal For Partner To Drive Their Own DemandTop Tier and 2nd Tier Partners Only
Access To Dedicated Program ManagerNo dedicated partner program manager


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