Nutanix has overhauled how it issues back-end rebates and says its new system is more predictable and less complicated than before.
Nutanix EMEA channel and OEM lead Cyril VanAgt said: “The percentage of rebates we were offering our partners were not on par with what our competitors are doing. And some of our rebates were too complicated and unpredictable.”
Speaking at Nutanix’s NEXT EMEA event in Copenhagen, VanAgt explained that before the launch of the vendor’s ‘channel charter’ last year, the firm offered no back-end rebates. But now, he said, the firm was rolling out a “major rebate” for new customer acquisition, based on partners’ level in the channel programme: Pioneer, Scaler or Master.
“We have doubled the percentage on the Pioneer level and from one to two percent, from three to four at the Scaler level, and five to seven at the Master level,” he said.
The channel exec said Nutanix also has another programme, the Partner Application Programme (POP), which started in February, and will run to January 2020. “We have published a list of strategic accounts to penetrate. It can be new accounts, or it can be accounts where we already present but very modestly.
“The reward for the partner is a 10 percent back-end rebate. So if a Master sells into a new customer, that’s seven per cent [for new customer acquisition], plus 10 per cent per month. So that’s 17 percent.”
