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Nutanix and SonicWall hand partners tools to target the mid-market

Both vendors have launched programmes that will help their channel partners increase sales in the mid-market customer segment

The 'M' in SME has been a target for vendor channel partner activities for the past few years and continues to be a customer base that resellers are being directed to engage with and has motivated a couple of initiatives from Nutanix and SonicWall.

The vendors might operate in different market areas but both have launched products and programmes to encourage partners to focus on the mid market.


The cloud computing player has rolled out its Velocity Programme for those partners that are targeting the mid-market.

The vendor will provide accelerated selling procesess, marketing support and incentives for those selling to the mid market. It has also announced it has joined forces with Lenovo to deliver a hyper converged offering that should appeal to mid-market customers.

“With the launch of our new Velocity program, Nutanix is empowering its partners to more easily offer Nutanix Enterprise Cloud OS software to the mid-market segment,” said Rodney Foreman, vice president of global channel sales, Nutanix.

“Legacy channel programs have revolved around benefits based only on revenue achievement, but Nutanix is looking to prioritise and reward partners who invest the most in our business. We’re thrilled that Lenovo also shares this philosophy and has partnered with us to increase sales in Lenovo HX appliances that leverage Nutanix software," he added.


The firm has enhanced its Capture Cloud Platform with 12 products and solution updates that will appeal for mid-tier enterprises.

“The past 18 months were focused on expanding our security portfolio and restoring customers and partners to the SonicWall brand,” said SonicWall president and CEO Bill Conner. “Now, we are delivering a disruptive, cloud-based platform that brings together endpoint, firewall and cloud application security with management, reporting, analytics and integrated threat visibility.

“Our Capture Cloud Platform delivers increased value, ease of use and the security efficacy required for today’s cyber arms race, particularly given the likes of Meltdown, Spectre and threats leveraging Microsoft Office files and PDFs," he added.

The vendor has been cranking up its channel numbers and has increased its reseller base significantly over the last year. The aim of the latest moves is to support resellers with even more options for the SME space.

“We established the SecureFirst program, rolled out SonicWall University and revamped SonicWall Overdrive — all in support of our channel partners to help increase their productivity and success,” said SonicWall svp and chief revenue officer Steve Pataky. “With these new products, we are able to build the capability to work more closely with our partners on strategic accounts and in key verticals.” 

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