2017 Cloud Partner Programs Guide Details

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Nutanix, Inc.
Nutanix Partner Network

U.S. Headquarters1740 Technology Drive, Suite 150
San Jose, CA 95110
U.S. HQ phone number(855)-NUTANIX
Year Company Founded2009
CEODheeraj Pandey
Worldwide Channel ChiefChris Morgan
TitleVice President, WW Channels at Nutanix
Date Began Serving In This Role10/1/16
North American Channel ChiefChris Morgan
TitleVice President, Americas Channels and Distribution at Nutanix
Date Began Serving In This Role5/1/15
North American Cloud Channel Program ManagerChris Morgan
TitleVice President, Global Channels at Nutanix
Email Addresscjmorgan@nutanix.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2013
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.Launched in 2013, the Nutanix Partner Network (NPN) offers partners the ability to easily deliver next-generation enterprise cloud solutions to customers in need of resilient, scalable, and efficient datacenter infrastructure. NPN partners can learn about, promote, resell, distribute and recommend the company's products and services, and benefit from deal registrations, discounts, marketing development funds and other programs to create new opportunities, increase profitability, and close more projects faster. The NPN offers a number of partner programs for technology alliances, system integrators, solution providers, consulting, managed cloud and service programs and authorized training centers. Nutanix offers partners flexibility for how they go to market, allowing partnerships for pre-sales, product resell, consulting services or cloud hosting - or any combination. Through an automated 24-hour self-service portal, partners can access the resources they need as a Nutanix partner, including sales tools, marketing assets, campaigns, competitive information, analyst reports, online training, certifications, webinars and more. Unlike standard programs, Nutanix does not have a three-tier program with clip levels or pay back end rebates. It operates on a front-end margin model. Nutanix partners benefit by making between 13 to 20 points gross profit. Partners can earn two new technical designations, which provide customers with assurance that their solutions are compatible with Nutanix technology. 1. Nutanix Ready: AHV for solutions that work with Nutanix's built-in virtualization solution 2. Nutanix Ready: Integrated for leveraging Nutanix APIs to enrich management or deliver unique features.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.1. Access to industry-leading solutions, a developer toolkit to build new applications, and resources to increase market reach and technology leadership. This allows them to expand their depth of knowledge and understanding and ability to sell the value of Nutanix's cloud offerings. 2. Collaborative solution and content development to enable field and channel education as well as joint messaging and solution development, in direct collaboration with the Nutanix team. This includes co-marketing and go-to-market toolkits to showcase joint solutions and exclusive roadmap and business reviews with Nutanix executives. 3. The ability to deliver end-to-end solutions that deliver an enterprise level experience at an affordable price point. This includes a datacenter backup and recovery software: Nutanix's offerings include modernized data protection with hypervisor flexibility and portability of Nutanix appliances, empowering partners to build end-to-end solutions and services to help mutual customers easily migrate from legacy hardware.
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?~150
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Backup/Disaster Recovery
Cloud Applications/SW
Cloud Infrastructure (IaaS)
Cloud Platforms (PaaS)
Cloud Migration
Cloud Storage (SaaS)
In what areas does your company currently have a Public Cloud Service?
Cloud Infrastructure (IaaS)
Cloud Management
Cloud Platforms (PaaS)
Cloud Storage (SaaS)
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have technology components that are used to build private or hybrid cloud infrastructure; we engage Cloud Service Providers to build datacenters which supply cloud capacity to other entities
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Field sales mentoring or coaching (between your direct sales
Sharing of service delivery methodologies or IP around cloud solutions (pre or post-sale)
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Special financing or leasing of equipment for Cloud Builders or Service Providers
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Yes
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?Yes
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Actively transacting partner
Business planning requirements
Certified/accredited sales staff
Reseller certificate
Revenue commitment
Technical certification requirements
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