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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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What’s one big channel initiative Nutanix has recently rolled out to benefit partners?

We’re increasing the profitability potential in our Elevate Partner Program. We are expanding and relaxing some of the rules around how long we recognize a new logo and increasing the earnings potential for our partners by giving them more runway than ever before on being able to expand. It’s great to get that new logo and it’s great to do that first sale, but it all ties back to that lifetime journey and value of the customer.

We’re giving our partners now a much longer runway, I believe it’s close to nine months—so we’re going from six months to nine months—where they’ll be able to earn even more incentives. We are also relaxing some of the rules around our deal registration, which we call Performance Plus Deal Reg.

As Nutanix’s channel leader, what’s your message to partners?

We know channel partners are the only way that we’re going to be able to reach our next level of growth. I would say that the headline here is, we leave no partners behind.

We’ve evolved. We’ve transformed and we continue to work closely with our partners. We continue to enhance our partner ecosystem. We don’t take deals direct, period, end of story. We absolutely support our partners day in and day out. We work hand-in-hand with them. And this is our creed. This is absolutely something that that is integral and very core to us here at Nutanix.

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