CHANNEL PARTNERSHIPS
Nutanix | September 26, 2022
Nutanix (NASDAQ: NTNX), a leader in hybrid multicloud computing, announced the next era of Elevate, a global partner program designed to re-define the partner engagement journey. Nutanix has evolved the Elevate program focus to provide a better experience for the entire partner ecosystem and customers throughout the customer lifecycle, while staying true to the program’s unified framework. This includes an expanded benefits package to build a partner profit continuum.
“The IT industry is at an inflection point in how customers want to procure and consume technology,” said Christian Alvarez, Senior Vice President of Worldwide Channel Sales at Nutanix. “With our updates to the Elevate program, we’ve addressed many of our partners’ needs to engage with customers through their lifecycle - not just selling the technology, but enabling them to adopt, perform, expand and ultimately renew. Elevate now supports and rewards partners along this entire journey through purpose-built benefits and incentives.”
In the past year, Nutanix has re-architected its go-to-market strategy, programs, and tools to provide partners more control, insights, and efficiency over sales cycles. New updates to the Elevate Partner Program include:
Enhanced and expanded incentives framework to reward partner ecosystem throughout the customer lifecycle
For the first time in Elevate’s history, Nutanix has extended program incentives to include not only partner organizations, but individual sellers and systems engineers to ignite new customer acquisition growth. The New Business Individual Incentive will reward individual sellers and systems engineers at eligible resellers and services providers each time they sell Nutanix into net-new accounts.
In the coming months, Nutanix will begin to roll out a pilot program for an Elevate Program incentive designed to reward select partners for the delivery of consistent, on-time renewal rates with their Nutanix customers.
New incentive for partners that lead sales cycles autonomously
Nutanix launched a Channel Led Selling Rebate Incentive for Elevate, built to reward resellers who drive deals through the entire sales cycle autonomously.
Nutanix is enabling partners to realize this selling motion through new tool sets like the recently revamped Sizer 6.0 capacity planning tool and enhancements to Nutanix’s Performance + Deal Registration program.
A continued focus on building partner competencies through education and certifications
The Elevate program requirements introduced a new Sizing Associate accreditation requirement for all levels, designed to enable partners to speed up sales cycles through rapid capacity planning, quoting and order fulfillment using Nutanix Sizer.
For more information about the new updates to Elevate and how to join the Nutanix partner program, visit: www.nutanix.com/partners
Supporting Partner Quotes
“As a Nutanix Champion partner, we are excited about the enhancements to the Nutanix Elevate Partner Program that drive new market opportunities for Winslow Technology Group”, said Scott Winslow, president at Winslow Technology Group. “The Elevate Program provides a value-based, partner-first approach to enable ongoing success for both our company and our customers.”
“The Nutanix Elevate Program has been the framework in which we have been able to develop our skills, to position ourselves competitively in the market and to help us grow profitably,” said Arturo Moncada, Country Manager at SCC Spain.
“Nutanix’s commitment to enabling its partner ecosystem to capture new market opportunities and build profit continuums really sets the Elevate Partner Program apart,” said Atul Gosar, Managing Director & Co-Founder at Network Techlab (I) Pvt Ltd
About Nutanix
Nutanix is a global leader in cloud software and a pioneer in hyperconverged infrastructure solutions, making clouds invisible, freeing customers to focus on their business outcomes. Organizations around the world use Nutanix software to leverage a single platform to manage any app at any location for their hybrid multicloud environments. Learn more at www.nutanix.com or follow us on social media @nutanix.
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MARTECH
Workspot | September 22, 2022
Workspot, the Cloud PC company, today announced the launch of the Workspot Cloud Alliance Program, an invite-only, cloud-forward, partner program. Through the program, Workspot provides members with the ability to sell its Cloud PC solutions to customers. Workspot will collaborate closely with members of the Cloud Alliance Program in helping customers accelerate their cloud transformation projects.
Historically, partner programs have been very transactional with limited collaboration between vendors and channel partners. Through the Cloud Alliance Program, Workspot is transforming the relationship between technology vendor, channel partner and customer, creating a laser focus on the customer’s success. Additionally, making the shift from selling on-premises solutions to focusing on SaaS is at the core of long-term partner growth and overall success as well.
“Customers are looking for solutions that accelerate their digital transformation in a multi-cloud world. We are proud to be collaborating with cloud-first partners that will enable us to jointly simplify our customers’ digital transformation,” said Amitabh Sinha, CEO & co-founder of Workspot.
“Customers are looking for solutions that accelerate their digital transformation in a multi-cloud world. We are proud to be collaborating with cloud-first partners that will enable us to jointly simplify our customers’ digital transformation,” said Amitabh Sinha, CEO & co-founder of Workspot.
Workspot has welcomed some of the foremost end user computing partners in the world, including Ferroque Systems and Entisys 360, among others. Core to the program is the selection of cloud-forward partners with extensive VDI experience, who understand the imperative of moving desktop workloads to the cloud to take their customers into the future. Workspot found it critical to choose partners who have a strong culture of customer centricity, empathy for the importance of the end-user experience, and a collaborative mindset that drives overall customer success.
Ferroque Systems, a digital workspace and virtualization service provider, sees a significant opportunity to help customers modernize end user computing by using Workspot Cloud PCs and workstations. “SaaS applications continue to grow in popularity because of their operational efficiency,” said Michael Shuster, CEO of Ferroque. “With the post-pandemic market doubling down on digital workspaces in general for all workstyles, we view moving desktop workloads to a SaaS model as transformational for our customers with unique advantages over other digital workspace models.”
Todd Hsu, President of Ferroque, added “Most of our customers have a multi-cloud strategy so they can optimize for features and cost. Workspot fulfills that strategy with its ability to deploy Cloud PCs across multiple clouds, manage and monitor them easily from a single admin console, and scale globally in minutes so our customers can respond to new opportunities instantly. That’s a great formula for customer success.”
“Customers are looking to the cloud to achieve new levels of agility and security, and Cloud PCs have quickly become an essential component of enterprise cloud-forward strategies,” said Mike Strohl, CEO of Entisys 360. “Workspot’s SaaS platform makes it easy for us to move desktop workloads to the cloud and deliver the flexibility and reliability our customers require to keep up with a complex and ever-changing business environment.”
In today’s IT landscape, having access to multi-cloud solutions is critical for customers to transform the end user experience and achieve levels of agility, security and reliability previously unattainable. As organizations’ cloud-first strategies mature, they are turning to their trusted consulting partners for cloud solutions that modernize end user computing. Just as many enterprise applications are now delivered as SaaS solutions, the modern desktop is now a Cloud PC, delivered as a service with massively simplified management. This model enables channel partners to easily fulfill customer requirements while also building a recurring revenue stream for their own business.
The Workspot Cloud Alliance Program re-defines traditional partner programs and generates new revenue opportunities for members. Both parties work closely together to bring the full complement of technology, solution expertise and a growth mindset to customers, with ongoing customer satisfaction as the measure of success for all parties. Customers benefit from SaaS flexibility, with predictable pricing tailored to each use case and instant, global scalability to respond to new opportunities. Layered security enforces Zero-Trust policy, and innovative high-availability features that are unmatched in the industry keep the business up and running during a continuity event. These key capabilities accelerate digital transformation and future-proof organizations’ technology stacks so they can be ready for anything in today’s dynamic business environment.
Workspot is the only solution on the market offering multi-cloud support for Cloud PCs, including the big three public clouds, Microsoft Azure, Google Cloud, and Amazon Web Services, giving customers the ultimate freedom to select best-of-breed cloud capabilities for each use case. With Workspot’s very high customer satisfaction, including an NPS score of 76 and 100% customer support satisfaction, members of the Cloud Alliance program can also have complete confidence they are offering their customers the very best end user computing solution.
To learn more about the Workspot Cloud Alliance Program, please visit: Workspot Solution Partners Page
About Workspot
Workspot is the only cloud-native solution that delivers enterprise-class Cloud PCs. This innovative service lets IT securely stream the right compute capabilities for each user, on any device, anywhere they want to work. As the only Cloud PC solution that operates across all the major public clouds – Microsoft Azure, Amazon Web Services, and Google Cloud – Workspot is uniquely positioned to address today’s remote work challenges by providing a multi-cloud and multi-region approach to end user computing. Simple to deploy, scale, and operate, Workspot’s award winning Cloud PC solution benefits IT as well as end users with a seamless work experience that enhances productivity while maintaining the highest performance standards for intensive workloads. For more information on Workspot Cloud PC solutions please visit www.workspot.com.
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MARTECH
Grip Security | September 27, 2022
Grip is looking to add partners who understand the differentiated value of their offering, and the uniqueness that it will provide to customers looking for improved SaaS security.
Grip Security, which makes a SaaS security solution that unifies discovery, access control and data governance, has announced the Grip Security Partner Program.
Grip emerged from stealth in April 2021 with a SaaS security solution designed to go beyond the limits of traditional CASBs, while at the same time making it easy to cover a large number of apps, overcoming a problem that exploded with the number of apps where many apps were simply not covered.
“The company has grown by 300% and has seen a 500% growth in engagements with Fortune 500 companies,” said Lior Yaari, Grip Security’s CEO.
“The company has grown by 300% and has seen a 500% growth in engagements with Fortune 500 companies,” said Lior Yaari, Grip Security’s CEO. “There has been a lot of change and a lot market change.”
Because SaaS is closely tied to identity, Grip made it a top priority to establish deep integrations with as many identity providers as possible. That phase has now been completed.
“We have extended our integration to almost every identity provider in the market today – almost a dozen,” Yaari said. “We are now looking at bringing joint offerings with large security vendors to market. Many of these joint integrations have been signed, but have not yet been announced, as we are still building out joint value.”
Grip started out briefly selling direct in their proof of concept stage, but the pivot to the channel was in their plans, and that too has already taken place.
“We have a channel-focused Go-to-Market strategy,” Yaari stated. “14 is the number of partners that we have right now, and that is growing fast. Our third U.S. hire was our director of channel sales. This is a critical part of our strategy.”
The plan is for a fairly rapid channel expansion, not just to work with a small number of partners until they become successful.
“We aren’t looking to work with 10,000 partners, but we do want to find enough key partners,” Yaari indicated. “We are not looking for logos on the web site. We are looking for partners who want to work with us so that we can make each other successful, and where they can position themselves as a source of innovation with us.”
Insight is one of their initial partners.
“With Insight, we are not part of a special innovation program,” Yaari said. “They are an example of a partner that we have a good relationship with, who understand how to drive need and who knows that SaaS is becoming bigger.”
The problem many partners face is that since SaaS is relatively new, as they think organizations don’t have the right solutions to fix it, and they themselves lack the right backdrop for channel sales to explain it to the customer.
“For the partner, they keys are understanding the problem space, understanding the market and the patching that is used today, and understanding how we are unique and the right questions to ask to get a meeting,” Yaari said.
The program begins with a single tier, but Yaari said that they intended to expand that as the program builds out further.
Simplicity is a dominant feature of the new program.
“Our product is very different from other security products,” said Young-Sae Song, Chief Marketing Officer at Grip. “It takes 10 minutes to install. It is simple enough to be demoed by a channel sales person. You don’t need a technical person with deep training to demo it.” Grip also supports partners with jointly funded programs to promote Grip, as well as co-branded sales materials.
Song said that because Grip isn’t heavy like most SaaS solutions, the channel can go to market very quickly with it.
“It is probably faster for them than any other enterprise security product,” he stated.
It also provides support for more than 20,000 SaaS applications, allows for 80% reduction in analyst workload, and has five times more SaaS application discovery compared to CASBs.
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