Power to the Partner Channel Charter Program Guide FY20
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Power to the Partner
Channel Charter Program Guide FY20
Get Started
START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT Welcome Strong partnerships are built on a common understanding of what’s important. At Nutanix, we know that your value is not defined by the revenue targets you meet. We also know that it is our job to support you by giving you the resources and tools you need to be successful. Our Channel Charter is more than just a Partner Program. It is our promise to lay the power in your hands so you can drive value realization at every stage of the sales cycle. We have an incredible opportunity for joint success in the Enterprise Cloud market. Our goal is to empower you to join us on this journey and capture the opportunity ahead. We’ll be with you every step of the way.
START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
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You can navigate your way around the Program Guide using the top menu to visit a specific section.
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of each page to move forward and backward a page at a time.START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT Contents Quick start menu Our Channel Charter Program Selling Nutanix Training and Certification Marketing Tools Resources Terms and Conditions Contact Us Take the tour
START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
1.0 Our Channel Charter
The Nutanix Channel Charter strengthens our relationship by placing the power to succeed in your hands. We will tightly
partner through the sales cycle and customer technology lifecycle. Ultimately, this program is designed to empower you to
compete in the modern, multi-cloud era.
Power to the Partner
Lifecycle Transformative Maximize Delightful
Support Opportunity Profitability ExperienceSTART CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
1.1 Program Structure
Our industry leading program empowers you to compete in the modern, multi-cloud era. Pioneer, Scaler and Master partner tiers offer increased benefits as
your company expand its level of engagement and skill set. All new resellers join the Channel Charter with a provisional Pioneer Partner tier status and have
a minimum of 12 months to achieve the requirements associated with that tier. Reference Requirements & Checkpoint Timeline for additional details.
Pioneer Partner Scaler Partner Master Partner
Obtain fundamental sales and technical Develop integrated solutions around the Sell the full Nutanix portfolio consistently,
proficiencies in Nutanix core products Nutanix Enterprise Cloud OS ecosystem, establish a service practice and advance sales
to enable initial sales of the Nutanix further enablement of sales and technical staff and technical staff that are highly qualified to
Pioneer Partner
hyper-converged solution. resulting in an increased number of deals. sell Nutanix.
What are the countries in each zone? Zone 1 Zone 2 Zone 3
Zones Americas Canada Americas Brazil All countries not
We engage and evaluate our partnerships within Americas United States APAC Hong Kong in Zones 1 & 2
APAC Australia APAC Taiwan
geographical Zones. Zones are based on the size of the
APAC China EMEA Italy
market in each region and are defined by the number of APAC India EMEA Netherlands
deals closed in a 12 month period. APAC Japan EMEA Spain
APAC Singapore EMEA Switzerland
APAC South Korea
APAC Thailand
EMEA France
EMEA Germany
EMEA United KingdomSTART CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
1.2 Requirements & Checkpoint Timeline
Our tiers are defined by sales and technical certifications that empower you to drive opportunities through the sales lifecycle and compete in the modern, multi-cloud era.
Nutanix conducts quarterly checkpoints to determine compliance with stated tier requirements.
Partner tier levels may be adjusted based on the results. Partners can be promoted at the end of each quarter if they have met requirements from a higher partner tier.
Tier demotions are only performed at the fiscal yearend or when a new requirement is being reviewed. Partner tiers are not adjusted outside the quarterly checkpoints.
Details Pioneer Scaler Master Pioneer Scaler Master Pioneer Scaler Master
Partner Partner Partner Partner Partner Partner Partner Partner Partner
Zone 1 Zone 2 Zone 3
Sales: Nutanix Certified Sales Representative - NCSR 2 4 5 1 3 4 1 2 3
(Complete Levels 1-3)
Sales: Nutanix Certified Sales Expert - NCSX Optional 1 2 Optional Optional 1 Optional Optional 1
Technical: Nutanix Certified Systems Engineer - NCSE Level 1 1 2 4 1 2 3 1 2 3
(Eligible prerequisites: NCSE-Architecture Essentials or NCP)
FYQ1 FYQ2 FYQ3 FYQ4
August - October November - January February - April May - July
New partners enter the Channel Charter with a provisional Pioneer status
Signed Agreement Requirements Needed By:
and have a minimum of 12 months to achieve the Pioneer Partner tier
requirements. New partner temporary status is reviewed Q2 and Q4 based FY19 (February 2019 - July 2019) FY20Q4 - July 31, 2020
on the chart shown.
FY20 (August 2019 - January 2020) FY21Q2 - January 31, 2021
FY20 (February 2019 - July 2020) FY21Q4 - July 31, 2021START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
1.3 Requirements & Commitments
Partner Agreement Closed Deals Requirement
All partners must be enrolled in the Nutanix Partner Network, have accepted the Nutanix reseller An annual number of closed deals by tier requirement is defined as the number of deals closed with Nutanix products
terms and conditions and currently be in good standing to qualify for Nutanix Channel Charter and services. This requirement must be met or exceeded over four full quarters, after enrollment, to be eligible to
Program benefits. maintain level status in the Reseller Program. “Closed Deals” are defined as any won/closed deal with Nutanix
including hardware, software and services – excluding renewals – whether purchased through distribution or
Program Compliance directly from Nutanix. This requirement is not required until the Q4 checkpoint ending July 31, 2020. Please refer to the
As a Nutanix partner, we encourage you to conduct all business engagements with integrity, Requirements & Checkpoint Timeline for specific closed deals details by zone.
to be ethical and accountable with your customers and Nutanix.
Training and Certified Requirements
Program Non-compliance Partners at all levels must ensure that the required number of sales, and technical personnel, complete Nutanix
• To make sure that partners are operating at the appropriate Channel Charter Partner Program product training. Partners must also ensure their sales and technical personnel stay current with product and
tier, the Nutanix Channel Sales and management team will conduct quarterly checkpoints to solution training when updates are made available. Please see Requirements & Checkpoint Timeline for details.
determine compliance. Partner tiers may be adjusted based on the results.
• Checkpoints will review all requirements outlined on the Requirements & Checkpoint Timeline. Business Planning and Reviews
• Notwithstanding the foregoing, Nutanix has the right to terminate this Program and the Nutanix Master Partners are required to have an annual detailed business plan which can include sales plans, demonstrate
Partner Network Program agreement in accordance with the terms of the agreement. demand generation activities and participate in Quarterly Business Reviews (QBRs) with Channel Managers.
Regional Requirements Purchase Orders
There may be incidents where partners will need to abide by additional regional program Partners purchasing through distribution will receive their specific purchasing terms and requirements from
requirements. Your local regional Nutanix sales team will provide information to you if you have their elected Distributor. There can also be variations depending on the region. The following elements will
additional regional requirements. be required on all Nutanix purchases regardless of location:
•C
omplete End-User information
•C
omplete Install Location information
•C
omplete Shipping information
•E
nd-User PO# (some GEOs require a copy of the actual PO)
Nutanix reserves the right to change the PO requirements at any time.START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
1.4 Partner Benefits
Our approach gives you the power to make the most of your
market opportunities. We focus on key milestones in your sales
cycle to best support you and your customers’ technology lifecycle.
We offer simplified pricing structures, deal registration, incentives
Lifecycle Support Transformative Opportunity
and rebates that enable you to increase profits, revenues and Deliver solutions and services Leverage the Nutanix Enterprise
margins while closing business faster. through the entire sales journey. Cloud OS solutions to take full advantage of
the explosive cloud market.
We support our partners in landing new business, deploying the right use case or workload,
showing you the value to expand into new solutions and ensuring customers renew.
Maximize Profitability Delightful Experience
Enjoy incentives that reward Access a progressive partner
new logos and strategic solutions framework that includes new training
deployment. & certification programs, collaborative
lead sharing and more.START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
1.5 Tier Benefits
Pioneer
Pioneer Partner
Partner Scaler Partner Master Partner
Nutanix sales & rebate incentives
NEW Included in Partner Locator on Nutanix.com*
Ability to resell Nutanix products and solutions
Deal Registration benefits through the Nutanix Partner Deal Registration Portal or authorized distributors
Access Nutanix Partner Portal featuring sales, marketing, technical and training resources
Usage of Partner Channel Charter Tier Logos
Pre and Post-sales training and certification through Nutanix Sales and SE Academies
Access to sales and technical sales tools such as Nutanix Sizer, X-Ray, Online Demos, Nutanix Community Edition & more
Eligible for select rebate programs based on tier
Ability to join Partner XTRIBE advocacy platform
Eligible to use Nutanix XPAND partner demand center
Access customer financing options from Nutanix Financial Solutions
XLAB program on select Nutanix products
Access to proposal-based Market Development Funds (MDF)
Opportunity to join Nutanix Authorized Support Partner Program
Exclusive offers for premier Nutanix Events such as .NEXT Conference and XCELERATE Sales Kick-Off
Utmost level of sales and executive support (ex. quarterly business reviews, eligible for invitation to partner advisory boards)
NEW Master Partner Rebate automatically paid quarterly to qualifying** partners
Priority access to Nutanix lead sharing
Designated Channel Account Manager
*New Resellers joining the program with a provisional Pioneer Partner status will not show in the Partner Locator until they meet all Pioneer or higher tier requirements.
**Master partners must achieve $500K in revenue the prior 12 months, new master partners receive rebate targets in Nutanix FYQ1 and FYQ3.START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
1.6 Deal Registration Benefits
Deal Registration
Nutanix’s Deal Registration program protects and rewards Pioneer, Scaler and Master Partners For a deal to be registered, the potential deal needs to meet the following criteria:
for the identification, qualification and close of sales opportunities and, in addition, promotes • The Partner must be actively engaged with the end-user account.
strong working relationships and open communication. • Complete Deal Registration information must be submitted for consideration.
Deal Registration is opportunity-based and Partners who are awarded a registration from • The registration submission must be for a valid opportunity. Before submitting the Deal Registration,
Nutanix will receive Deal Registration discounted pricing for the time period described on the Partner must have performed significant pre-sales efforts such as, but not limited to: meeting with
the registered opportunity. Registered pricing can be as high as 30 points of margin over the end user, qualifying the deal and determining a need for a Nutanix solution and helping the end
non-registered pricing depending on the hardware and software mix of the quote – note this user to quantify a budget or project requirements for Nutanix products and services.
can also vary based on your geographic region and distributor. All pricing registered and • Nutanix Channel Sales must be able to successfully contact the Partner contacts submitted on the Deal
un-registered is provided by your distributor. Furthermore, the Partner with the approved Registration form.
deal registration has the possibility of being awarded additional discounts over other • No other Partner has an active and approved Deal Registration on the same opportunity within the
potential Partners. Deal Registration period.
For a registration to be awarded Nutanix will review the Deal Registration information, • The Partner must present a Nutanix (or OEM equivalent) solution to end user if awarded the
potentially contact the Partner or the end user, and evaluate if the minimum criteria described Deal Registration.
below are met. For more details on Deal Registration Program Guidelines, and how to register • Each deal must represent a single opportunity with a single end user. Partners cannot register an
deals, please visit the Partner Portal for additional documentation. account or combine opportunities. Deal Registration is applied to a single opportunity/order at a time
and additional opportunities need to be registered individually.
If you require assistance with Deal Registration, please email partnerhelp@nutanix.com or contact the
Nutanix sales team.
Nutanix reserves the right to revoke a Deal Registration at any time if it determines in its sole discretion that the minimum criteria
for a Deal Registration has not been met or extenuating circumstances have arisen; in which the purposes of the Deal Registration
are unwarranted.START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
1.7 Incentive Summary – Global Programs
New Customer Acquisition Rebate Reseller Influencer Program
The Nutanix New Customer Acquisition Rebate Program rewards partners with up to a The Influencer Program is available to authorized Scaler and Master Partners as a reward
7% rebate for winning net new customers for Nutanix. Customers must have an approved for exemplary influence and selling. Opportunity must be a net new opportunity, defined
deal registration for an opportunity with a new end-user to Nutanix, not having any as not already existing in the Nutanix opportunity management system. The Reseller
Nutanix technology installed in their enterprise globally. Rebate will be calculated based Integrator must be acting as an influencer/consultant in the opportunity and not the reseller
on an assumed average reseller buy price from their respective distributor for Nutanix or service provider booking the transaction. Reseller must be able to meet two (2) of the
NX branded software, services and support products (TCV) or the Nutanix software below criteria to be eligible:
element of approved OEM offerings. Hardware value will not be included in the
1. Proof of Joint Sales Engagement
rebate calculation.
2. Perform an On-Site POC
3. Lead a Customer EBC
Date October 1, 2019 - July 31, 2020 August 1, 2019 - July 31, 2020
Who’s Eligible Pioneer, Scaler and Master Scaler and Master
Financial Benefit Pioneer-2%, Scaler-4% and Master-7% Scaler-3% and Master-4%
Stackable No No
Claim Submission Claim within 60 days of booking date using Partner Rebate Center after the
Required information must be submitted and approved prior to the opportunity closing
Timeline opportunity closes
For full program terms and conditions click hereSTART CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT 2.0 Selling Nutanix Driving sales and growing our mutual profitability is what lies behind all our partnerships. We have a range of tools and techniques to help you power increased success.
START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
2.1 Sales & Technical Resources
Access to the Nutanix Partner Portal On-Prem Licensing Solutions for Partners
Pioneer, Scaler and Master partners have access to the Nutanix Partner portal. We know how important hands-on experience is to fully understanding and selling a Nutanix solution.
This invaluable resource provides one location for Partners to download the latest sales As a result, we offer multiple options to meet your needs:
collateral and tools, learn about incentives and access product and program information. • Community Edition (CE): Provides partners and customers with a free, community supported (not Nutanix
Logins are required to gain access to the portal. New Partners will be notified with directions supported), a feature-rich, limited-scale version of Nutanix software. This software is not to be used in
on how to create a login and access key on-boarding information. production and is typically leveraged in labs to ‘test drive’ the software. Get access now
• XLAB: Offers Master, Scaler and Distribution Partners a free but unsupported production version of the
Access to Nutanix Events
Nutanix software. While XLAB does not offer the ability to create support tickets, the licenses include features
Channel Charter Partners are eligible to attend key Nutanix Partner and end-user
and functionality such as life cycle management, software upgrades, and continuous improvements that are
events such as Nutanix .NEXT, roadshows and special training. To ensure you receive event
identical to a production experience. Learn more
information in a timely fashion, we recommend you opt in on the Email Preference Center.
• Not-For-Resale (NFR): This software is heavily discounted and cannot be resold. NFR software offers a
Competitive Material production version of the Nutanix software with the capability to log support cases. Learn more
Gain access to the competitive information that you need to win with Nutanix. There
are a wide array of products that can be compared against Nutanix but we can provide
you with powerful content that will help you illustrate the unique value of Nutanix, versus
our competitors, to your customers. Learn more
Promotions and Incentives
Interested in something extra? Check our partner promotional programs for new ways
to maximize your margin and earn more selling Nutanix. Access current promotions
and incentives. Learn moreSTART CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
2.1 Sales & Technical Resources (Continued)
Online Demo Move
With Nutanix On Demand you can quickly demonstrate Nutanix Enterprise Cloud capabilities Nutanix Move streamlines adoption of new IT infrastructure technology by providing infrastructure-centric
to customers and prospects – with no hardware, no cost and no setup! You can demonstrate and application-centric migration tools and automating the many steps required to manually migrate,
the power of Nutanix Prism to educate customers and shorten sales cycles. Demo now or rebuild VMs and applications, to new infrastructure. Learn more and access resources
Sizer Knowledge Base and Forums
A best-in-class workload sizing tool, Nutanix Sizer takes the customer’s Nutanix workload as Knowledge Base is an online searchable database that includes resolutions to common technical issues,
input and suggests Nutanix nodes to meet the workload. In addition, it also provides a visual valuable tips and tricks, technical notes and answers to frequently asked questions for all current Nutanix
representation that shows the organization of nodes into racks and clusters. products. Additionally, Nutanix offers support forums that allow Partners to interact with a community of
Watch a video and Access Sizer
qualified Nutanix Partners. Access Support Portal
X-Ray
Nutanix X-Ray is an automated, comprehensive testing and benchmarking tool that enables
IT managers to evaluate any infrastructure for performance and availability under real world
conditions. With X-Ray, teams can simulate how applications are impacted during common
events and scenarios, including system failures, spikes in application use, software upgrades
and more. Run multiple workloads in the same environment, while ensuring that heavy
demand for one application does not negatively impact performance for other workloads.
Learn more and try it for freeSTART CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT 3.0 Training and Certification We believe that highly knowledgeable and informed people provide a better customer experience. That’s why we offer extensive training opportunities to keep your sales, technical and service teams at the cutting edge and on top of the latest advances. Nutanix Training & Certification delivers innovative education services that allow you to help sell and deliver Nutanix solutions to your customers – providing maximum value to them and maximum opportunity for you.
START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
3.1 How to Access Nutanix Training
Your Nutanix journey
Your Nutanix training and certification journey begins on the Partner Portal.
Using the “Learn” tab you can follow a learning path that suits your needs:
• Learn by Role
• Learn by Product
• Learn by AOS Release
All of the Nutanix training for both sales and technical professionals enables you
Pioneer Partner
to effectively deliver the value of the Nutanix solution to your customers. A majority
of the training is offered on-demand and is broken into convenient segments making
it easy to complete.
Within the Partner Portal you can see the latest news and releases pertaining to Nutanix
training and certifications. Under View your Certificates you will see your company’s partner
tier, your organization’s progress for the Channel Charter certification requirements, as well as
your individual certificates.
For any additional training specific questions, please contact eduction@nutanix.comSTART CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
3.2 Sales Training
Sales Academy
Nutanix Sales Academy is a concentrated collection of actionable insights, distilled from the experience of our sales
management, our top sellers and personnel from every level in the field. Putting these insights into practice will Nutanix Certified Sales Expert (NCSX):
dramatically reduce your own learning curve, making it easier to get up to speed with what you need and This is by nomination from your Nutanix Channel
consistently sell high and sell on value with every customer that you engage with. Salesperson. You will present in front of a panel and
demonstrate how you deal with sales challenges.
Nutanix Certified Sales Rep (NCSR) Level 3:
In this final level you’ll identify upsell and cross-
sell opportunities while learning how to leverage
Nutanix Certified Sales Rep (NCSR) Level 1: key alliance partners. The course also focuses
Delivered as a self-paced modular eLearning on utilizing customer success stories and how
experience with less than 2 hours of content. customers have benefited to help you close
This course will cover the basic hyperconverged strong with different buyer personas.
infrastructure concepts, overview of the Nutanix
product portfolio and how to articulate the value
of the Nutanix.
Nutanix Certified Sales Rep (NCSR) Level 2:
This eLearning course dives deeper into the Nutanix product
portfolio and how to sell and differentiate Nutanix products
to your customers. There is an emphasis on how to sell to
different solutions and vertical markets.START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
3.3 Technical Training
SE Academy
The newly updated Nutanix SE Academy builds on your technical knowledge. It shows you Nutanix Platform Expert (NPX): The highest level
of certification awarded by Nutanix. Through a
how to effectively position, and differentiate, Nutanix solutions and leverage Nutanix tools
rigorous application and defense process it will
and collateral relevant to the sales process. validate that you have demonstrated the ability to
design and deliver enterprise-class solutions on
the Nutanix platform, using multiple hypervisors
and vendor software stacks.
Nutanix Certified Systems Engineer (NCSE) Architecture Essentials:
This training course consists of nine online modules and covers
the basic architecture of the Nutanix Enterprise Cloud including:
managing and securing the Nutanix cluster, networking, health
monitoring and alerts, distributed storage fabric, services, data
resiliency and data protection. NCSE Architecture Essentials
training is a prerequisite for the NCSE: Level 1.
Nutanix Certified Systems Engineer (NCSE) Level 1:
Nutanix Certified Advanced Professional (NCAP): Develop
This course explains the Nutanix product portfolio,
your ability to perform advanced administrative tasks on a
consumption model and competitive landscape. Dive into
Nutanix Cluster, as well as optimize virtualized workloads
the Nutanix architecture, including cluster components,
and infrastructure components in an AOS deployment.
data locality and protection.
It also confirms that you are capable of optimizing and
You will explore how to properly size to customer
securing Nutanix AOS nodes, blocks and clusters; and can
requirements as well as plan and conduct a POC.
use Prism Central and Calm to centrally monitor, manage
and troubleshoot multi-cluster deployments.START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT 4.0 Marketing Tools Nutanix partners are provided a robust set of marketing resources, tools, and programs to help you drive demand and uncover more opportunities for your Nutanix business.
START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
4.1 Marketing Benefits and XPAND Resources
Marketing Resources Develop and Nurture Leads with Email Marketing
Pioneer, Scaler and Master partners can request access to Nutanix XPAND, a full-service With ready-to-use partner-centric Nutanix email campaigns, you can create your own leads,
partner demand center with everything needed to support Nutanix-focused demand send prospects the latest offers and industry information and upsell your existing customers
generation. in a few simple steps. You can also nurture your leads and prospects using Nutanix XPAND.
Learn more
The Nutanix XPAND platform allows you to creatively combine the power of your expertise
with robust content, marketing assets, digital campaign automation and tracking tools,
plus on-demand marketing services with our agency network – all under one roof. XPAND
Jump into Social Marketing
provides a powerful tool to influence and build a Nutanix pipeline for your sales teams, Do you want to be active on social media, but don’t have the time to curate content?
supercharging your Nutanix sales. Learn more We make it easy by providing the content and you then maintain the level of control
that works for you. Jump into Social Marketing. Learn more
Content Syndication in an Instant
Create an instant Nutanix presence on your website with content syndication in XPAND.
Assets include microsites, display banners, and “Create Your Own” landing pages. With
these assets, you’ll create top-of-funnel leads while showcasing your thought leadership as a
Nutanix partner. Learn more
PAND Order 3rd Party Agency Services
Extend your marketing reach with Nutanix approved 3rd party agency services. Offers
include content creation, direct mail, display advertising, telemarketing, and more to help you
drive additional pipeline. Place your order in the XPAND Marketplace with our simple-to-use
order process. Learn moreSTART CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
4.2 Proposal-Based MDF
Market Development Funds (MDF) Partner Eligibility
Scaler and Master Partners can access the Nutanix Market Development Funds The Partner must be in good standing with a current signed agreement and agree to all terms and
(MDF) program, to help them promote Nutanix products through awareness-building, conditions of the MDF Program. The Partner will be required to work with their Channel team to develop
lead-generation, recruitment and education activities. We have also designed a Marketing Plan as part of their annual Business Development Plan.
co-marketing materials and programs that you can use as part of your marketing
Program Terms
initiatives. Learn more
• All MDF requests must be made using the online MDF Request Form at least 30 days
MDF funding is discretionary and proposal-based. Funding is a 50/50 split unless otherwise prior to the start of a campaign, activity or event.
agreed to in-writing by both parties. This program is at the complete discretion of the Nutanix • The Partner agrees to provide all required proof of performance documentation with the request for
Channel team and Senior Channel Management. reimbursement. Failure to submit proof of performance, invoice, detailed receipts illustrating proof of
spend in the manner and time outlined above can cause a delay or rejection in reimbursement.
• The Partner has sixty (60) days post-completion of the activity to submit a claim. NOTE: No claims
Eligible Activities Ineligible Activties
will be accepted after 60 days.
Advertising Purchasing of Nutanix products and services
For full details of the end-to-end MDF process, as well as MDF terms and conditions,
Training, seminars and webinars Demo equipment purchases, NFRs, etc.
Tradeshows and events Special pricing, promotional cash discounts, visit the MDF Page on the Partner Portal. Learn more
End-user workshops vouchers or products
Executive roundtable Partner margin enhancement
User group Charitable contributions without the prior
approval of Nutanix
Collateral development
Partner infrastructure costs, office space,
Direct marketing
furniture, IT systems, general operating costs,
Nutanix-branded giveaways CapEx expenditures, etc.
Telemarketing Others at the discretion of Nutanix
Partner internal event ‘sponsorship’
Partner Program approved by Nutanix
Funded headcountSTART CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT 5.0 Resources As a valued partner, you gain additional market opportunity and differentiation with Nutanix. Sell profitably and effectively with partnerships, incentives and comprehensive enablement provided with program membership. Along with this guide, you’ll find a host of extra resources to help you create leads, develop prospects and drive more sales.
START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
5.1 Nutanix Partner Portal
Power to the Partner is our promise to you
You can find a host of valuable tools, information and resources at
the Nutanix Partner Portal – all designed to help you grow your business
in partnership with Nutanix. Visit the Nutanix Partner Portal to access
all this and more:
Enabled Marketing
Accelerating sales with our innovative demand generation platform.
Training and Certification
Redefining how you become certified.
Empowered Selling
Supporting you to sell effectively on your own (or with us).
LOG IN NOWSTART CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT 5.2 Partner XTRIBE Partner XTRIBE enables you to be informed on top Nutanix news, resources, and trainings while getting rewarded along the way. Experience • A guided journey to staying informed, enabled, and connected on everything Nutanix • The coolest swag & rewards you can redeem on this side of the earth All customized and curated for you and the Nutanix partner community - now with 3 custom platforms for partners in the Americas, EMEA, and APJ! ACCESS PARTNER XTRIBE
START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT 5.3 Partner Communications Webinars Nutanix partner webinars provide you with the knowledge & tools to grow your business. Get the scoop on the latest Nutanix solution launches, selling tips from the pros and technical overviews that will help you sell better and faster. Learn more Newsletter Be the first to know about exciting Nutanix product releases, partner incentives, events and more by signing up for our monthly newsletter. Complete form to opt-in Other resources Have a question? Just email partnerhelp@nutanix.com and we’ll be happy to help! Twitter Follow the latest Nutanix partner news via @NutanixPartners
START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT
Terms and Conditions
Compliance with Laws Limitation of Liability
As a Nutanix Partner, you are required to conduct your business and any transaction Nutanix shall not be liable for any loss of profits or for special, consequential, incidental, indirect,
that involves Nutanix with integrity and in compliance with all anti-corruption, anti-bribery reliance, punitive or exemplary damages, either in contract or tort, whether or not the possibility
laws and applicable rules and policies in countries, regions or territories where you of such damages was disclosed to, or could have been reasonably foreseen by Nutanix, which result
conduct business. from or relate to, a Partner’s participation in Nutanix’s Partner Program.
Each party represents that it has not and will not violate any applicable laws in relation to Taxes
the receipt or spend of MDF or incentive program compensation. Furthermore, each party
Each party is responsible for its own respective income taxes or taxes from MDF funds or other
represents and warrants that it has not and will not violate any applicable anti-corruption
incentive program compensation based upon gross revenues, including but not limited to, business
law in relation to the receipt or spend of any funds or compensation from Nutanix.
and occupation taxes. Partners shall be responsible for any and all applicable taxes related to its
Intellectual Property Rights receipt of the Nutanix contribution, including but not limited to any sales, use, goods and services,
consumption, business, value added, or other taxes or comparable levies, transaction privilege taxes,
Nutanix does not grant its Partners any ownership or other interest in any copyrights,
gross receipts taxes, net receipt taxes, any withholding taxes and other charges such as duties,
patents, trademarks, know-how, inventions and trade secrets (Intellectual Property),
customs, tariffs, imposts, contributions and other government-imposed surcharges.
including its and registrations and applications of its Intellectual Property.
The information contained in this Partner Program Guide supplements the Nutanix Partner Program contract. It includes an overview of the Partner Program, its benefits and requirements. Decisions
made by Nutanix regarding the Channel Charter and the Partner Program are made at Nutanix’s sole discretion. Nutanix reserves the right to update the Channel Charter and Partner Program as
needed and information in this document is subject to change. If you have questions regarding Partner Program specifics, please contact your Nutanix Channel Sales team.START CHANNEL PROGRAM SELLING NUTANIX TRAINING MARKETING TOOLS RESOURCES TERMS & CONDITIONS CONTACT Contact Us Nutanix Corporate Headquarters 1740 Technology Drive, Suite 150 San Jose, CA 95110, United States T 855.NUTANIX (855.688.2649) F 408.916.4039 E channelprograms@nutanix.com W nutanix.com S @nutanixpartners 2020.05.10
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