Monday Morning Impact – August 20

DXC Technology and Amazon Web Services Forge Alliance to Accelerate Client Migrations to AWS

DXC Technology and Amazon Web Services have announced an agreement to build a multi-billion dollar integrated practice that will deliver application migration, digital transformation, and industry-specific services running on AWS to global Fortune 1000 clients.

The new practice builds on an existing DXC and AWS relationship and is the centerpiece of a multi-year agreement between the two companies that also encompasses joint development, marketing, sales, and delivery of AWS solutions.

“For many years, successful enterprises have relied on DXC’s expertise to manage their IT,” said Andy Jassy, CEO of AWS. “This agreement represents a commitment for both DXC and AWS to make it much easier to enable long-time and newer DXC clients to take advantage of the Cloud with the most functionality, the most innovation, the largest partner ecosystem, and the most experience at helping companies run at scale—all of which allows customers to access the best set of capabilities to evolve and differentiate their customer experience.”

Areas of initial focus include managed security/compliance, Dedicated VMware Cloud, analytics services, application services, and SAP support.

Claiming nearly 6,000 private and public-sector clients from a diverse array of industries across 70 countries, DXC is already a Premier Partner in the AWS Partner Network (APN) and is an audited AWS Managed Service Provider with multiple AWS migration competencies. In addition, the company holds more than 900 AWS certifications, including associate and professional level certifications, with plans to double that number in the next year, as part of the DXC AWS collaboration.

Channel Impact^®
This agreement combines DXC’s expertise in enterprise services with AWS’ economies of scale. The two companies expect that clients will thereby save money that can be reinvested in additional digital technologies that can help make them more competitive.

Nutanix Launches New Channel “Charter”

Nutanix has rolled out a new channel “charter,” which the San Jose company differentiates against traditional channel programs by emphasizing training investments and the number of deals closed, as opposed to revenue targets.

Nutanix specializes in cloud software and hyperconverged infrastructure solutions. Under the new structure, a “Master Partner” closes the most deals, holds the most certifications, and focuses sales efforts on Nutanix’s core HCI products as well as new products such as Flow, Era and Beam. A “Scaler Partner” is most likely in the process of deepening its relationship with the vendor, and is developing integrated solutions around the Nutanix Enterprise Cloud OS software ecosystem. Initial Nutanix partnership comes in the form of the “Pioneer Partner” which places emphasis on moving their first customers to the Nutanix hyperconverged solution skilling-up on the product line.

Corresponding program features include demand-gen platforms, demo gear, TCO/ROI tools, product certification/training, rebates, and automated sales support processes. The vendor also provides pre-configured customer offerings and content for the mid-market.

Channel Impact^®
Regardless of preferred terminology, this new channel program will help encourage partners to more proactively grow their Nutanix business with the support of customized tools and other features intended to help maximize success.

Snapt Updates Channel Program to Strengthen ADC Sales

Snapt, Inc., an Atlanta-based application delivery controller (ADC) company, has rolled out channel program updates intended to strengthen ties with existing partners while also enhancing the company’s value proposition for the recruitment of new partners. Snapt provides load balancing, web acceleration, caching and security for critical services and virtual infrastructure.

The revised program has a three-tier structure that allows partners to scale revenue and margins in line with market penetration. An increased focus on demand generation provides additional co-marketing activities such as PR, events, and webinars. Deal registration and sales/marketing/operational support have also been upgraded, according to the company. The partner portal and knowledge base have also been updated.

“As we continue to expand globally and the ADC market demands more sophisticated solutions that can solve a broader range of enterprise requirements, we are focusing more on channel partners who carry complimentary products such as F5 and Citrix,” said Dave Blakey, co-founder and CEO. “Snapt Partner is designed to grow businesses that are looking for cloud-based products to succeed and thrive in this market. Interest continues to increase in North America, the UK, and Benelux and we will be especially focused on supporting those areas for the second half of this year.”

Channel Impact^®
The updated program features will likely incentivize partners to take a more active role in business development efforts, and hopefully secure higher returns.