Nutanix is revising its Elevate Partner Program for fiscal year FY27. System integrators and consulting partners will now be able to receive incentives for opportunities they bring in, even if they do not close the sale themselves. In addition, there will be rewards for contract renewals, customer expansion and partner-delivered services.
Alongside the addition of system integrators (SIs), Nutanix is introducing incentives for referrals, renewals and customer expansion. The company has also announced that it will provide partners with more support in delivering their own services. With this, Nutanix aims to help partners generate revenue beyond the initial sale of technology.
According to Nutanix, system integrators are playing an increasingly important role in shaping IT strategies, designing and integrating solutions, guiding migrations and delivering services. SIs and consulting partners that meet the requirements can receive a fee for identifying and developing commercial opportunities for Nutanix, even when they do not handle the final sale themselves. Nutanix is also adding incentives for partners that develop services around Nutanix Enterprise AI, Nutanix Database Service (NDB) and Nutanix Kubernetes Platform (NKP).
Seven components
The programme is built around seven areas. Under Land, partners receive a discount when they win a new customer for Nutanix. Expand provides bonuses for introducing additional Nutanix solutions to existing customers, including enterprise AI, cloud-native technology and databases. Grow rewards year-on-year growth by the partner. Through Reward, partners’ sales and technical staff can receive a reward when they identify or secure new customers or expansion opportunities.
Retain links incentives to timely contract renewals, and Refer offers referral rewards for qualified opportunities brought in by SIs and consulting partners. Under Differentiate, partners develop recognised services through ‘Powered by Nutanix: Verified Services’ and gain access to development funds for marketing and sales activities. All incentives, rebates, referral rewards and development funds are subject to programme terms, eligibility criteria and regional availability.
Compensation for groundwork
Sven Schoenaerts, Head of Channels EMEA at Nutanix, says partners often spend months helping customers with technology choices, migration planning or preparing for AI, without always being compensated for it. According to Schoenaerts, partners should be able to earn from bringing in new customers, expanding existing environments and delivering services. He says this is particularly important for SIs and consultants, who often do a great deal of work before a customer proceeds to a purchase.
Verified Services and Service Delivery Kits
Through ‘Powered by Nutanix: Verified Services’, Nutanix supports partners in building recognised expertise in migrations, implementations and ongoing customer support. Eligible partners gain access to standardised Service Delivery Kits and can shadow Nutanix experts. The company expects this to help partners build the technical knowledge and delivery capacity to expand their professional services.
External storage and NC2
Nutanix also highlights the versatility of the Nutanix Cloud Platform at a time when, according to the company, customers are facing limited hardware availability and rising infrastructure costs. The platform supports selected external storage configurations, including technology from Dell, Everpure and NetApp, so that existing infrastructure can be retained during modernisation. With Nutanix Cloud Clusters (NC2), partners can run and move supported workloads between on-premises environments and supported public clouds.
AI tools in Partner Central
Later this fiscal year, Nutanix will release the AI tool Deal Coach via Nutanix Partner Central, which the company says will support partners during the sales process. Nutanix is also working on functionality that will give partners, with the customer’s consent, insight into the status, usage and lifecycle of customer environments. Nutanix expects this to enable partners to prepare contract renewals in good time.
This article was originally published in Dutch on MSP Business. Read the original →
