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

Mark Haranas

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.

Talk about the opportunities ahead with Nutanix’s new reseller partnership with Supermicro?

Supermicro has been one of our contract manufacturers that has been doing a great job of building the Nutanix NX platform, and we’ve gotten even closer with them from a research and development perspective.

During these discussions with Supermicro, we identified some great opportunities together where there’s some great synergies that we can both identify and leverage—and that’s their customer base and their own partner ecosystem. By basically having the same folks that do an amazing job manufacturing the Nutanix NX compute platform, they can now turn around and resell it within their own programs and their own partner ecosystem.

Nutanix is going to benefit because we’re going to be able to continue to uncover new Earth by expanding our reach. Supermicro is an incredible company. They have a global presence. They’ve had incredible growth. They produce a very high quality product. … As we continue to become more focused with our strategic partners, like Supermicro, they’re now able to resell and tap into their great partner ecosystem that they have and the thousands of customers that Supermicro has around the world.

What does this new Supermicro partnership bring to the channel table?

Supermicro gets to continue doing what they do best: manufacturing. They have a great sales workforce that’s global with some incredible accounts. Supermicro will now be able to take us into those incredible new accounts and this is a better together. But at the end of the day, Nutanix is going to support those customers on the Nutanix NX platform sold by Supermicro.

So Supermicro’s customers of today and tomorrow will be able to benefit and enjoy our 90-plus Net Promoter Score rating. We are absolutely obsessed with customer satisfaction. Supermicro going out selling with support from Nutanix, I believe it’s a perfect partnership.

How will partners abroad benefit?

Look, there’s going to be tremendous services opportunities. A lot of our resellers are Supermicro resellers. So they’ll be able to leverage Supermicro and their own partner programs.

Quite frankly, I think that when we talk about DevOps, as an example, professional services, and managed services: these are things that our partners can do really well and plug into part of this new Supermicro relationship.

 
Mark Haranas

Mark Haranas is an assistant news editor and longtime journalist now covering cloud, multicloud, software, SaaS and channel partners at CRN. He speaks with world-renown CEOs and IT experts as well as covering breaking news and live events while also managing several CRN reporters. He can be reached at mharanas@thechannelcompany.com.

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