Expanded incentives, resources, and channel-led initiatives aim to drive growth in a competitive market.
By Larry Walsh
While many vendors are looking to shave a few points here and there from their channel compensation schemas, Nutanix is going in the opposite direction after discovering that its discounting and incentive policies dampen its partner profitability — particularly when selling hardware and software bundles.
The changes to the Elevate Partner Program will significantly increase the endemic profitability of Nutanix product sales, offer bounties for new businesses, provide more field sales support to partners, offer select partners the opportunity to sell independently, and enable partners to transact through hyperscalers such as Amazon Web Services and Microsoft Azure.
The new incentive and sales mechanisms come as Nutanix is looking to deepen relationships with p...