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.