Introduction
Nutanix, a leader in hybrid multicloud computing, has unveiled a groundbreaking referral program that fundamentally transforms how technology partners are recognized and rewarded. This innovative addition to the Nutanix Elevate Partner Program breaks from traditional vendor-partner relationships by acknowledging the entire ecosystem of partners involved in customer success.
Orchestrating Partner Success
The new program represents a significant departure from conventional channel models that typically reward only transaction-focused partners. Adam Tarbox, Vice President of EMEA channel sales at Nutanix, emphasizes the broader vision: “Analysts talk about how customers engage with at least seven partners across the lifecycle of any project and there are multiple touchpoints. Despite this, vendors have traditionally tended to only concern themselves with and reward the partners involved in actual transactions, forgetting the whole ecosystem around each deal and how it comes to life.”
Harmonizing the Partner Ecosystem
At the heart of this initiative is the recognition that modern technology solutions require diverse expertise throughout the customer journey. The program specifically acknowledges partners who shape customer strategies early in the buying cycle, including ISV partners engaging at the application level with line-of-business decision-makers. This comprehensive approach ensures that all contributors to customer success receive appropriate recognition and rewards, regardless of their position in the transaction chain.
Synergizing Partner Contributions
The referral program’s structure reflects the complex nature of today’s technology partnerships, where multiple specialists may contribute their expertise at different stages of the customer journey. By recognizing and rewarding partners across the entire project lifecycle, Nutanix is fostering a more collaborative ecosystem that better serves customer needs while ensuring fair compensation for all contributing partners.
Architecting Future Growth
This innovative approach to partner recognition signals Nutanix’s commitment to building more profitable and sustainable partnerships. The program’s framework continues to evolve, maximizing partner profitability while adapting to emerging opportunities in the hybrid multicloud landscape. Through this ecosystem-centric model, Nutanix is setting new standards for how technology vendors can support and grow their partner networks while delivering superior value to customers.
