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Nutanix Channel Chief On New 'Black-Belt' Partner Certification And Transitioning Into A 'True Software Company' In 2018

Nutanix channel leader Bob Wallace talks to CRN about new trainings and tools available for partners in 2018 as well as what the channel can expect as the company transitions into a pure software company.

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How many 'focused partners' have you chosen?

We have picked out a select per-region group of partners. It's several hundred per theater. It essentially requires them to make a commitment to Nutanix, then Nutanix will invest back in them from a deal registration perspective, the pricing from Nutanix and access to MDF programs.

Why should partners be pumped about Nutanix in 2018?

Nutanix is only limited by our ability to tell customers about what we do and what we can do for them. It's an exceptional product. The challenge we have is that the majority of people who understand what we do want to take the next step. Then the majority of people who receive a demo on it want to try it; and the majority of people who try it, buy it; and then the majority of people who buy it, buy again and buy more the next time. We need to get what we can do for customers in front of as many people as possible. The key to that reach and leverage is this commitment to our channel community. We have an ecosystem of partners that we've grown with over the years and they're giving us that reach.

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