Transaction Versus Revenue
The biggest change to Nutanix's channel strategy with Power to the Partner is that it emphasizes incentives around training certifications and new deals rather than solely revenue. The program's partner tier status is based on the number of deals closed and depth of Nutanix skills rather than revenue targets.
"We have a high rate of repeat customers. So if we can enable our partners to win new customers, once we win a new customer they buy again," said Foreman (pictured). "So once we're in, customers see the ROI and expand those environments and then start moving other workloads to Nutanix. So we're rewarding partners, not on revenue, but more on transactions and their overall investment in selling our products across the portfolio."
Foreman said the program enables "partners of all sizes" to become highly profitable selling Nutanix.