Nutanix Elevate Now Has New Incentives for Partners’ Staff, DIYers, More
… continuing to do renewals alongside our partners and rewarding them for on-time renewals within that quarter and aligning incentives alongside lifetime value of customer,” Alvarez said.
To help secure those renewals, Nutanix also will provide partners who have a customer-success practice with access to data that will enable proactive selling. With end-user consent, Nutanix partners will be able to see which components clients use or don’t use, how they use it all, and where they might do better.
“I believe we are going to be at the forefront of this,” Alvarez said, emphasizing that Nutanix only will share data when customers approve.
Want to DIY Nutanix Sales?
Next, Nutanix Elevate also now features a channel-led selling rebate for partners who handle deals throughout the entire sales cycle on their own. Just like it sounds, the incentive pays partners for doing everything by themselves, taking Nutanix personnel out of the equation.
“It’s what we refer to as autonomous selling,” Alvarez said. “Historically, Nutanix has gone to market with our partners … but we believe that … we need to untether ourselves from our partners.”
Of course, when partners need Nutanix to help land a sale, the company will be there.
“This by no means means that we’re going to walk away and leave partners on their own,” Alvarez said. “But there are a good percentage of deals that partners should be able to do on their own.”
To help partners sell on their own, Nutanix also has revamped its Sizer capacity planning tool. And it is introducing a related Sizing Associate accreditation to its certification program. Nutanix will provide coupons and incentives to make sure all of its partners can access the training.
Those efforts will free up Nutanix – which is in the midst of some pretty big layoffs due to previous CEOs who “significantly overspent” – to “go uncover new earth,” Alvarez said.
That is not to imply that partners need to worry about Nutanix taking deals from them.
“We are certainly not competing with them,” Alvarez said. “We do not take opportunities direct.”
Nutanix in late August reported narrower losses and higher revenue than analysts expected. It showed a 10% increase in annual contract value billings, reflecting its shift to a subscription-only business, even though billings went down.
Channel Futures reached out to a couple of Nutanix partners for their opinions on the changes but did not hear back by time of publication.
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