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Nutanix’s New Channel Chief On Investing Where ‘We’ve Fallen Short’

‘Where we’ve fallen short, and part of change is being honest with ourselves, is around doing a better job listening to our partners. Even more importantly, once we get that feedback, what do we do about it?’ says Christian Alvarez, Nutanix’s new channel leader for the Americas.

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So what’s your channel strategy to help boost partner sales and profitability?

I want to build on top of the great partner ecosystem that exists today. We have some of the best men and women in our partner organization and we have some of the very best partners in the world to be honest. Where we’ve fallen short, and part of change is being honest with ourselves, is around doing a better job listening to our partners. Even more importantly, once we get that feedback, what do we do about it? So Nutanix is absolutely committed to helping our partners be more profitable in leading with Nutanix and continuing to sell all of our solutions. I’m going to be relentlessly focused on partner simplicity. I’m obsessed with simplicity. There’s certain elements of our partner program that I want to take back to the basics. I have a very simple philosophy around partner programs – if you can’t describe it easily in four minutes or less, it isn’t the right program. I don’t want to over simplify the structure of a partner strategy or programs, but that’s where my mind is at. So simplicity and being able to articulate our partner program in four minutes or less. 

 
 
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