Let’s Make 2020 Our Best Year Yet

6 February 2020 |
February 6, 2020 | min

My first six months at Nutanix have been an incredible experience. In addition to all that I have learned from my new hungry, humble, and honest organization -- I’ve had the opportunity to meet and, most importantly, listen to many valued Nutanix partners like yourself. With a new year comes a new tradition where I report back to you regularly on what I’ve heard, the state of the business, and what we plan to tackle in the coming year. 

Growth Remains the Opportunity... and the Reward 

Overwhelmingly, you see the HCI and broader multi-cloud market as driving a lot of your new customer conversations. Many of you have continued to see Nutanix climb the ranks of your top revenue vendors, and that is reflected in our recent company earnings and health of our channel. Thank you, for your continued commitment to making infrastructure invisible for our customers.  

Our Channel Charter program is designed to help you take advantage of the growth opportunity. In this fiscal year to date, we have seen a 15% increase in Americas partner participation -- who are now eligible for marketing development funds and greater support in the XPAND demand center, technical tools like XLAB, and elevated profit through the New Customer Acquisition family of rebates. The more partners invest in us, the more investment they get from Nutanix in turn. For example, the Nutanix DX Accelerator rebate compensates Master partners 10% for HPE ProLiant DX wins with new Nutanix customers -- through April 30, 2020. 

Stay tuned for updates to these and other resources for our fiscal 2H FY20 in my Virtual All Hands on February 13th at 10am PT. 

Deepening Our Support in Your Success 

Key areas that you’ve identified to drive growth even more successfully include: enablement, greater partnership intimacy, and ease of doing business. 

At Nutanix we continue to work to ensure that our partner sellers and technical sellers -- who are the front lines to our customers -- also receive the enablement support that our internal sales teams receive.  We’ve just added a new leader of Americas Channel Enablement to continue to scale out this capability. 

For partners who are keen to deepen our collaboration, we’ve started the process with many of you to define formal partnership and financial agreements to drive traction together. I am thrilled by the honesty and creativity of these discussions -- from new MOU agreements on shared business goals in some organizations, to investment in dedicated headcount in others to build the army of Nutanix sellers in your ranks. 

Last but not least, we’ll be investing in our Channel business in terms of talent, training, and tools so you can gain better and faster support for your opportunities. Stay tuned for more details about these developments in the coming months.  

With these and many other enhancements coming -- my team and I are looking forward to a great 2020 with our phenomenal partners.

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