Flash vendor Pure Storage has announced a series of changes to its go-to-market strategy which show how much it would like to see more commitment from its channel partners.
Speaking at an outfit shin-dig in San Francisco, the firm’s VP of global channel chief, Michael Sotnick, announced a new partner programme that rewards their investment in building a Pure technology practice.
The vendor is switching from a three-tier programme structure to just two, replacing its Silver, Gold and Platinum partner tiers with two new categories: entry level Preferred, and Elite.
Talking about the reasons behind dropping the third tier, Sotnick said the middle tier often “gets fatigued” with their position in the programme.
He said that distribution across two tiers is more modern, simpler, and more brand-aligned with Pure Storage.
If partners were unhappy, he would be happy to have “data-driven and fact-based conversations” with them about their placement when the new structure is introduced on August 1.
Pure is weeding out partners entirely that don’t display the level of commitment it requires. It already binned 60 North American partners in Q4, 2017 and says it may consider a similar purge in EMEA.
Sotnick said that making money is a key economic ingredient of what all partnerships are ultimately tethered to. Having that RoI and return on that invested dollar was to be the yardstick to measure partnerships from now on.
