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Channel Victory: Nutanix Launches New Global Partner Program

Nutanix’s new global partner program changes the way the company collaborates and compensates solution providers around the world. Nutanix’s channel chief, Christian Alvarez, explains to CRN everything partners need to know about Elevate.

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‘We’ve Reverse-Engineered’ Deal Registration

“Every Nutanix seller in our company is now required, early on in the opportunity, to invite a partner into the potential deal,” said Alvarez.

Nutanix is introducing its new Performance+ Deal Registration program, designed to increase incentive potential and opportunity protection. The new program brings greater alignment between partners and Nutanix sellers to boost discounts, create more predictable deal margins, and offer enhanced opportunity protection and new “attractive incentives” for driving net-new business, according to Alvarez.

Partners still register a deal in Performance+ Deal Registration. However, when an internal Nutanix seller finds an opportunity, he or she must invite a channel partner to the table.

“They do that in our sales management tool. So they pick a partner based on the opportunity and the solution. They’re going to pick the best partner with the best competency that’s going to really help them add value to that opportunity. Once they select a partner, that partner receives an automated email that says, ‘You’ve been identified as a partner for this opportunity: Click here to accept.’ They accept. Then they receive a subsequent email saying, ‘Congratulations, you’ve now been associated to this opportunity,’” said Alvarez.

Nutanix’s channel chief said the change is part of the company’s “Better Together” theme.

“It’s about pulling in the right partner, at the right time, for the right opportunity—that’s our Performance+ Deal Registration,” he said. “All automated. All simple, and it is a requirement for all partners to use Performance+ Deal Registration to enjoy our incentives and benefits. … So we’ve reverse-engineered the deal registration tool.”

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