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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 can partners leverage this new program to drive scale and profitability?

This is going to allow number one: our distribution partners to be able to reinvest some of their incentives back into the resellers. It’s going to drive even more mindshare so that we can effectively at scale, continue to enable and train our partners. They’re going to see an enormous amount of velocity and integration.

We’re investing a significant amount of money, along with our distribution partners, in order for them to become a Distributor Champion, which is the highest tiered level and has the highest earning potential—they have to be integrated with us and have a very tight secured B2B integration via API’s.

So this is going to drive an enormous amount of velocity that Nutanix resellers will now be able to point and click to get a quote or get a renewals quote with the highest level of accuracy and speed. So this B2B integration, it’s about time, accuracy and velocity. Customers wants solutions now, and this Elevate Distributor Program is going to significantly enhance the resellers experience, not just with us, but also with the distributors. There’s a lot more nuances around how partners and resellers are going to really, really benefit from the Distributor Elevate Program.

And lastly, with distributor’s ability to have enhanced incentives by doing all the right things—show growth, leveraging our performance-plus deal registration that is all built around trust, alignment and growth—distribution can go back and enhance their own incentives model back into the reseller program. So it’s a win-win-win situation for everyone.

 
 
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