Market Overview

Nutanix Launches New Channel Charter: Power to the Partner

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New Charter Focuses on Partner Investments in Nutanix; Provides
Partners with Tools to Grow Their Business

Nutanix,
a leader in enterprise cloud computing, announced today that the company
is officially launching its new channel charter, Power to the Partner.
The charter stands out from traditional channel programs by providing a
unique emphasis on partner investments in Nutanix rather than solely on
revenue targets. Further, the charter focuses on empowering Nutanix
partners with the tools they need to support their customers in adopting
next-generation data center technologies. As a result, partners will
gain further avenues to grow their businesses with Nutanix and will be
enabled to achieve ongoing, predictable success.

Nutanix first shared the high-level vision of its channel charter during
the company's Partner Xchange event in May. The charter has tiered
status with partner status based on number of deals closed and depth of
Nutanix skills rather than revenue targets. This new structure enables
partners of all sizes to achieve the highest partner category.
Categories are defined as the following:

  • Master Partner - Deepest Nutanix partnership and capabilities,
    where partner is closing the most deals, and holds the most
    certifications with focused selling on Nutanix's core HCI products as
    well as new products such as Flow,
    Era
    and Beam
  • Scaler Partner – Growing Nutanix partnership and knowledge,
    where partner is developing integrated solutions around the Nutanix
    Enterprise Cloud OS software ecosystem and has increased the number
    and level of certified staff and deals
  • Pioneer Partner - Initial Nutanix partnership and engagement,
    where partner is moving first customers to the Nutanix hyperconverged
    solution and gains initial skills in the Nutanix core products

The Power to the Partner charter is now enhanced with multiple features
to help partners guide customers through their digital transformations.
These features provide tools and resources to enable partner success
aligned to each stage of their customer engagement process, such as:

  • Land - Full service demand-gen platforms and tools to help with
    acquisition of new customers
  • Adopt - Resources for partners to run Nutanix demos, Sizer, TCO/ROI,
    and Xtract tools so partners can deliver rapid, smooth implementations
    of Nutanix-based solutions
  • Expand - Training for products such as Beam, Calm, Flow, Era and new
    technologies to help existing customers gain more value from their
    Nutanix environments
  • Renew - The cornerstone for generating recurring revenue, the program
    provides resources to help Nutanix and partners continue to delight
    existing customers

Supporting the Power to the Partner charter are rebates and incentives,
certifications and training, differentiating marketing tools, and more
automated sales support processes. This charter combines the resources
of Nutanix with the unique talents of partners to best serve joint
customers. Notably, Nutanix recently announced
its channel Velocity Program, as one of the first stages of the channel
charter in action - providing pre-configured customer offerings and
content, as well as unique sales processes and investments - to enable
partners to accelerate their success in the mid-market.

"We have seen a fantastic return on investment in our Nutanix resources
and activity to date, due to the continually increasing demand by our
clients for Nutanix based solutions," said Tim Jeans, Datacenter & Cloud
Practice Manager, Softcat. "We welcome this new channel charter as
another sign that Nutanix is investing in committed partners such as
ourselves, and look forward to additional growth and success together."

"We applaud this innovative new channel program designed to help
partners of all sizes succeed," said Dennis Dahl, Chief Revenue Office,
Trace3. "As Nutanix grows, it's important for the company to enable a
diverse set of partners who have a track record of skillfully advising
their client base to fuel their market adoption. We are excited for this
next chapter of growth together with Nutanix."

"We're thrilled to launch Nutanix's very first channel charter that was
created directly with our partners in mind," said Rodney Foreman, Vice
President of Global Channel Sales, Nutanix. "As Nutanix's presence has
grown, we see this charter as the stepping stone in our vision to
empower our partners with the support and resources they need to reach
their maximum potential alongside Nutanix. When our partners are
successful, our customers' businesses can better benefit from simplified
and harmonized data centers for all of their cloud needs today and in
the future."

Additional Resources and Availability

More details on the Nutanix channel charter, Power to the Partner, can
be found at nutanix.com/partners. Partners should log onto the partner
portal in August to review details of their current tiers and steps
needed for future tier advancement.

About Nutanix

Nutanix is a global leader in cloud software and hyperconverged
infrastructure solutions, making infrastructure invisible so that IT can
focus on the applications and services that power their business.
Companies around the world use Nutanix Enterprise Cloud OS software to
bring one-click application management and mobility across public,
private and distributed edge clouds so they can run any application at
any scale with a dramatically lower total cost of ownership. The result
is organizations that can rapidly deliver a high-performance IT
environment on demand, giving application owners a true cloud-like
experience. Learn more at www.nutanix.com
or follow us on Twitter @nutanix.

© 2018 Nutanix, Inc. All rights reserved. Nutanix, the Nutanix logo and
all product and service names mentioned herein are registered trademarks
or trademarks of Nutanix, Inc., in the United States and other
countries. All other brand names mentioned herein are for identification
purposes only and may be the trademarks of their respective holder(s).

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