Nutanix enhances channel charter for disties and SIs

The vendor has added more depth to the channel model it launched in the summer

Nutanix has announced a number of enhancements to its channel charter that are designed to bring further benefits...

to resellers, distributors and SIs. The firm first launched the Power to the Partner charter at the end of August as it moved to a model that rewarded its channel on the basis of investments in the vendor, rather than just revenues. The hyper converged specialist also replaced its partner tiers with a new set of categories, with their status calculated on the number of deals they close and the depth of their Nutanix skills. The latest changes gives distributors access to a price book that will make quoting and ordering easier, more EDI integration that will also speed things up and incentives that will encourage greater focus on the vendor and developing its partners. From a partner perspective there is an opportunity, through the 'Influencer incentive', for those that work with customers during a sale to et recognition. From February next year the vendor will also provide XLAB software licenses for Scaler and Master partners. The idea is that those resellers will have more flexibility with access to more products. "We launched Power to the Partner in order to ensure that all our partners have equal access to opportunities to evolve and grow their businesses,” said Rodney Foreman, VP of global channel sales, Nutanix. “Since bringing the charter to market, we have listened to feedback from our partners, and have made an effort to quickly respond to their suggestions to extend the program to all partners from resellers to SIs alike. As we look to help customers modernize their datacentres and embrace multi-cloud solutions, it is essential that every partner has the tools they need to help us carry out this goal," he added. Cheryl Neal, vice president, data and networking solutions at Tech Data, said that the changes would give distribution a chance to build a closer relationship with the vendor.

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