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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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What percentage of Nutanix sales are direct versus indirect?

It's nearly 100 percent. There may have been a customer we went direct with, maybe a government customer, but our policy is 100 percent channel. Our reps don't do direct deals.

Why should partners increase their Nutanix investment in 2018?

Our channel program is really focused around driving the competency of our partners around Nutanix. One of the key benefits of moving from just being an authorized partner to a higher-level Gold or Platinum partner is the engagement of our channel sales organization. From a strategy perspective, our basic tenet is focused partners. My organization has designated and defined those partners that we as a company are going to invest in. It's about the partners who are making the commitment and investment in working with us. At the lower tier, they don’t get the benefits of working with us or our investments from an MDF or access perspective.

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