Enhancements include greater access to marketing funds, leads
Pivot3, a vendor of hyperconverged infrastructure (HCI) solutions with expertise in such data-intensive areas as video surveillance, analytics, and the Internet of Things (IoT), is expanding its Global Partner Program to include three tiers and more access to joint development funds.
The Lowdown: The enhancements announced this week are part of a larger push by the company to improve its channel efforts by adding more capabilities, deepening distributor relationships, and growing the partner team.
The Details: Partners are a crucial element in Pivot3’s strategy. The company is 100% channel-focused and plays in a fast-growing market that includes such established tech firms as Dell EMC, Hewlett Packard Enterprise, Lenovo, Nutanix, and Cisco.
Key enhancements include:
> Three-tier system: The program now has Authorized, Select, and Premiere tiers, with each having its own set of revenue and training requirements and increasing benefits as partners move up the tiers.
> Expanded training: Pivot3 is offering sales and technical resources to partners, with new training that includes online certifications, on-site workshops, and extensive training for partner professional services resources.
>More resources: The company is driving increased margins, expanded eligibility for joint marketing funds, and increased access to leads.
The Impact: Partners are seeing the results of Pivot3’s focus on the channel. After making enhancements in the third quarter, the company saw a 17% increase in partner-led deal registrations, which helped fuel 20% quarter-over-quarter growth in revenue from the channel. This year, the company has deepened its relationship with resellers and distributors like Promark Technologies. In addition, Pivot3 recently named Nicole Cardenas, who had worked for distributor Arrow Electronics, as channel marketing director, one of a number of new hires to the channel team.
Background: Hyperconverged infrastructure is the fastest-growing segment in the larger converged infrastructure space, according to IDC. In the second quarter, global sales jumped 23.7%, hitting $1.8 billion and representing 46.6% of the total converged systems market.
The Buzz: “Pivot3 is the only HCI provider that can support demanding data-intensive workloads like video surveillance and video analytics. This gives our partners a leading and differentiated solution to sell as IT transitions into a world of video-based computing and is required to support the huge amount of data generated from these workloads,” said Dan Flood, vice president of global sales at Pivot3. “Pivot3 is 100% channel-driven, and we’re committed to deepening our relationships to help partners thrive and grow as they take advantage of this tremendous and differentiated market opportunity.”
“Pivot3’s technical strength in video surveillance, analytics, and VDI [virtual desktop infrastructure] has helped us grow and thrive with federal defense agencies,” said Dave Dimlich, president of SD3IT. “We were thrilled to help provide input into the next stage of Pivot3’s Global Partner Program and look forward to utilizing the new resources available to us as a result and continue working hand in hand with Pivot3 to support the evolving needs of the federal market.”
“Pivot3’s expanded Global Partner Program has been crucial to Affinitech’s success by allowing our team to deliver industry-leading security solutions to our customers,” said Affinitech President Todd Brown. “By deepening our relationship with Pivot3, we’re able to more effectively scale our organization with a partner committed to our long-term growth.”
“Milestone customers around the globe rely on Pivot3 every day for the performance and resilience required by enterprise-class video and security initiatives,” said Brad Eck, alliance program owner, Americas, at Milestone Systems. “We’ve collaborated in close partnership with Pivot3 throughout the years and look forward to continuing to work together to support mission-critical video surveillance and analytics.”
“As organizations continue turning to technology to support digital transformation initiatives, high-performance solutions like Pivot3 will play a crucial role in enabling this transformation,” said Jeffrey Brown, president and general manager of Promark Technology. “Through the combined expertise of Pivot3 and Promark, our teams are poised to make an impact in markets around the globe among customers seeking the highest levels of performance, scale, resilience, and simplicity.”