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Nutanix Bets Big On New Distributor Program, Supermicro And Partner Incentives

Nutanix’s global channel chief Christian Alvarez talks to CRN about its new distributor partner program, its new “percent” partnership with Supermicro and how channel incentives could be “disaggregated” in the future.

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How differentiated is Nutanix’s new distributor program from your competitors?

I would say its the first-tiered distribution incentive program in our industry.

This is certainly going to stimulate the growth that we’re seeing and the mindshare that we’re recognizing in our broad channel segment. Our broad channel segment, like many of our peers, is identified, recruited, on boarded and supported by our great distribution partners around the world. Nutanix believes that by properly setting the right incentives that are tiered for with our distribution partners, it’s going to drive the right behavior and the outcomes that we are hoping for.

I often read in many CRN articles, where a lot of manufacturers are de-investing or changing their business relationships with distributors. We are going the opposite way, where we are doubling down with them. We truly believe in distribution. We believe a lot in the strategy and the vision of where the distributors are going with marketplaces, and aggregations, and all of these things—we couldn’t be more excited.

 
 
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