FY21 RESELLER PROGRAM GUIDE
S U C C E S S TO DAY | B U I LT F O R TO M O R R OW
Welcome Contents
When it comes to the enterprise cloud market opportunity, your Quick start menu
expertise makes all the difference.
Our Elevate Partner Program
With the Nutanix Elevate Partner Program, we have developed a
modern framework that emphasizes your competencies to sell and Competencies
support the Nutanix portfolio, and delivers substantial rewards when
you deliver successful business outcomes to customers. Purpose-built Marketing
for all Nutanix partners to deliver software sales and consultative
services under one program, Elevate provides an architecture to Resources
simplify your engagement with Nutanix every step of the way.
Terms and Conditions
Your skills and capabilities not only define your business today, but
also set its direction for tomorrow. Contact Us
Whatever your future is set on, own it with Nutanix.
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Program Competency
Level Structure
The Nutanix Elevate Partner Program is a competency-based program.
The program is designed to reward partners who develop deep skillsets
around selling, delivering, and developing services around the Nutanix Portfolio.
Authorized Partner Cloud Professional Cloud Champion
Those early in their Nutanix Partners who have invested Nutanix experts with
partnership who have signed in their Nutanix expertise, deep sales, technical
a partnership agreement and through sales and technical and services delivery
have started to obtain training and certifications, competencies who
fundamental sales and who can develop integrated consistently sell the full
technical competencies. solutions around Nutanix Nutanix portfolio.
solutions.
Zone 1 Zone 2 Zone 3
Americas Canada APAC Hong Kong All countires not in
Americas United States APAC South Korea Zones 1 & 2
We engage
APAC Australia APAC Taiwan
and evaluate our
APAC China APAC Thailand
partnerships within
APAC India EMEA Italy
geographical Zones.
APAC Japan EMEA Netherlands
Zones are based on the
APAC Singapore EMEA Switzerland
size of the market in each
EMEA France
region and are defined by
EMEA Germany
market opportunity and
EMEA United Kingdom
historical business activity.
Grandfathering of Tiers
As we move to competency levels within the Elevate Partner Program, the
partner’s initial level is based on the checkpoint results through the end of
Nutanix FY20, July, 2020.
Master Partners
• Will have until the end of Nutanix FY21,
July 31, 2021, to obtain any missing
services certifications
Scaler Partners
• Will have until the end of Nutanix FY21,
July 31, 2021, to obtain any missing
services certifications
Pioneer Partners & Provisional Pioneers
• Will show as Authorized Partner and have
until the end of FY21 Half (1H), January 31,
2021, to obtain missing sales or technical
certifications to become Cloud
Professional Partners
• During this time partners that were Pioneer
as of the FY20Q4 checkpoint results are
eligible to continue claiming the 2% New
Customer Aquisition Rebate
• Registered Partner
No defined program benefits previously,
and will become an Authorized Partner
Program Requirements and Checkpoint Timeline
Program Requirements
CLOUD CLOUD
PROFESSIONAL CHAMPION
Competencies Zone 1 Zone 2 Zone 3 Additional Competencies Zone 1 Zone 2 Zone 3
SALES SALES
Nutanix Certified Sales Representative – NCSR 4 3 2 Nutanix Certified Sales Representative – NCSR 4 3 2
(Complete Levels 1-3) (Complete Levels 1-3)
TECHNICAL Nutanix Certified Sales Expert - NCSX 2 1 1
Nutanix Certified Systems Engineer – 3 2 2
NCSE: Core (formerly NCSE Level 1) TECHNICAL
Nutanix Certified Systems Engineer – 3 2 2
NCSE: Core (formerly NCSE Level 1)
Checkpoint Timeline SERVICES
Nutanix Certified Professional – Multicloud 2 2 1
Partners can be promoted at the end of each quarter if they have
Infrastructure – NCP-MCI (formerly NCP 5.XX)
met requirements from a higher competency level. Level demotions
are only performed at the fiscal year end or when a new requirement Nutanix Certified Specialist (Consulting) 2 2 1
is being reviewed. Partner levels are not adjusted outside the – NCS C*
quarterly checkpoints.
NOTE *Partners with NCPI or NCS have until the end of FY21 (July 31, 2021) to obtain
their NCS C.
FY Q1 FY Q2 FY Q3 FY Q4
August - October November - January February - April May - July
Additional Requirements
Partner Agreement Training and Certified Requirements
All partners must be enrolled in the Nutanix Partner Partners at all levels must ensure that the required number
Network, have accepted the Nutanix reseller terms and of sales, technical, and services personnel, complete Nutanix
conditions and currently be in good standing to qualify for product training. Partners must also ensure their sales and
Nutanix Elevate Program benefits. technical personnel stay current with product and solution
training when updates are made available. Please see
Program Compliance Requirements & Checkpoint Timeline for details.
As a Nutanix partner, we encourage you to conduct all
business engagements with integrity, to be ethical and Purchase Orders
accountable with your customers and Nutanix. Partners purchasing through distribution will receive
their specific purchasing terms and requirements
Program Non-compliance from their elected Distributor. There can also be
• To make sure that partners are operating at the variations depending on the region. The
appropriate Elevate Partner Program competency level, following elements will be required on all
the Nutanix Channel Sales and management team will Nutanix purchases regardless of location:
conduct quarterly checkpoints to determine compliance.
Partner competency levels may be adjusted based on • Complete End-User information
the results. • Complete Install Location information
• Checkpoints will review all requirements outlined on the • Complete Shipping information
Requirements & Checkpoint Timeline. • End-User PO# (some GEOs require
• Notwithstanding the foregoing, Nutanix has the right to a copy of the actual PO)
terminate this Program and the Nutanix Partner Network
Program agreement in accordance with the terms of the Nutanix reserves the right to
agreement. change the PO requirements
at any time.
Regional Requirements
There may be incidents where partners will need to abide
by additional regional program requirements. Your local
regional Nutanix sales team will provide information to you
if you have additional regional requirements.
Program Benefits
Elevate competency levels are built to reward partners who develop deep sales, technical, and services skill sets to deliver successful customer
outcomes with the Nutanix portfolio. We offer simplified pricing structures, deal registration, incentives and rebates that enable you to increase
profits, revenues and margins while closing business faster.
AUTHORIZED CLOUD CLOUD
Benefits PARTNER PROFESSIONAL CHAMPION
Performance+ Deal Registration x x x
Pricing Advantage
New Customer Acquisition Rebate on First Deal • 7% on first deal • 13% on first deal
(and subsequent deals within 180 days)* • 3% on deals within 180 days • 6% on deals within 180 days
Auto Payment on Rebates x x
Top Partner Rebate
(minimum bookings requirement for prior 12 months) x
Portfolio Products Rebate
2%
(designated products)
MDF Proposal-based Proposal-based
Partner Portal Access x x x
Inclusion in Partner Locator x x
Access to XLAB software licenses x x
Access to Partner XTRIBE Community + Rewards x x
*Eligibility for New Customer Acquisition Rebate requires a Channel Initiated Deal Registration (CID) on initial deal
Performance+
Deal Registration
The Performance+ Deal Registration Program is a
simplified, highly-modernized program that replaces
our previous deal registration process. With Performance+,
there is no ambiguity related to pricing, and your pricing
advantage is consistent across deals.
Every Nutanix deal has a registration that is identified as either a Channel Initiated
Deal (CID) or a Nutanix Initiated Deal (NID).
With CID, when you bring a deal to Nutanix, you will receive the highest partner pricing
advantage. NID will offer a basic partner pricing advantage, and our sales team will assign
the appropriate partner to work with on the deal.
Learn more
Global Program Incentives Summary
New Customer Acquisition Rebate Portfolio Products Rebate
September 1, 2020 – July 31, 2021 September 1, 2020 – July 31, 2021
Gain net new customers to Nutanix and get rewarded for your initial Increase your profitability with an additional rebate paid on all
win as well as subsequent deals you close to that same end sales of designated Nutanix Portfolio Products.
customer for the next 180 days. Partners must have an approved
Channel Initiated Deal (CID) registration. • 2% paid quarterly
• Designated portfolio products subject to change
• Cloud Professional 7%, 3% subsequent quarterly at Nutanix discretion
• Cloud Champion 13%, 6% subsequent
Reseller Influencer Program Top Partner Rebate
September 1, 2020 – July 31, 2021 August 1, 2020 – July 31, 2021
Earn rewards for your exemplary influence and sales acting as an Enhance your profitability for accelerated growth. Cloud
influencer/consultant in the opportunity and not the reseller or Champion Partners meeting a FY 2020 minimum bookings
service provider booking the deal. Reseller must provide proof of amount are eligible to earn a quarterly rebate for achieving
engagement as defined in the T&Cs. a sales growth goal. Partners receive rebate targets in
Nutanix FYQ1 and FYQ3.
• Cloud Professional 3%
• Cloud Champion 4% • Quarterly payout based on goal attainment
The Nutanix Partner Rebate Center is the central location for your Nutanix Partner incentive
needs. Through the Nutanix Partner Rebate Center you can view and manage your current
programs. Above are incentive summaries only, please reference full terms and conditions and
Visit Nutanix Partner Rebate Center other details on the Promo and Incentives page on the Nutanix Partner Portal. Learn More
How to Access
Nutanix Training
Your Nutanix journey
Your Nutanix training and certification journey begins on the enhanced
Partner Portal. The Learn page is your centralized hub to access
Nutanix training, certifications, and enrichment content located on
Nutanix University.
Access
All of the Nutanix training for both sales and technical professionals
on Nutanix University enables you to effectively deliver the value of
Nutanix solutions to your customers. A majority of the training is offered
on-demand and is broken into convenient segments making it easy
to complete.
Within Nutanix University you can see the latest news and releases
pertaining to Nutanix training and certifications. And within the Partner
Portal you can view your real-time Nutanix certifications to track your
learning progress.
For any additional training specific questions, please contact
[email protected] UNIVERSITY
Competencies
Sales Certifications
Nutanix Certified Sales Rep (NCSR) Level 1: Nutanix Certified Sales Expert (NCSX):
Delivered as a self-paced modular eLearning experience This is by nomination from your Nutanix Channel Sales
with less than 2 hours of content. This course will cover the team. You will present in front of a panel of Nutanix experts
basic hyperconverged infrastructure concepts, overview of and demonstrate how you deal with sales challenges.
the Nutanix product portfolio and how to articulate the
Download Blueprint Guide
value of the Nutanix.
Enroll
Nutanix Certified Sales Rep (NCSR) Level 2: Technical Certifications
This eLearning course dives deeper into the Nutanix
product portfolio and how to sell and differentiate Nutanix Nutanix Certified Systems Engineer-Core (NCSE-Core):
products to your customers. There is an emphasis on how This technical pre-sales certification validates that you have
to sell to different solutions and vertical markets. demonstrated the knowledge and ability to evangelize, size,
propose, and handle competitive objections for core
Enroll
solutions on the Nutanix Enterprise Cloud platform.
Nutanix Certified Sales Rep (NCSR) Level 3: The NCSE-Core certification replaces the previous partner
In this final level you’ll identify upsell and crosssell technical certifications: NCSE Level 1 and NCSE Level 2.
opportunities while learning how to leverage key alliance
Enroll
partners. The course also focuses on utilizing customer
success stories and how customers have benefited to help
you close strong with different buyer personas.
Enroll
Competencies
Services Certifications
Nutanix Certified Professional -
Multi Cloud Infrastructure (NCP-MCI):
NCP-MCI 5.x certification holders have demonstrated the
skills and knowledge to manage Nutanix AOS nodes,
blocks, and clusters in the datacenter. Earning it validates
your ability to deploy, administer, and troubleshoot Nutanix
AOS, proving your mastery of key concepts from VM
management to lifecycle operations.
Please note, this is the same certification formerly called
NCP 5 - just with a new name to better reflect the
technology and skills reflected by its holders.
Download Exam Blueprint
Nutanix Certified Services, Consultant (NCS C):
This certification exam tests your skills and abilities deliver
cluster deployment services. Successful NCS C candidates
are able to assess customer environments, collect
appropriate data, complete sizing and effectively present
solutions. The exam is delivered in a remotely proctored
environment to add security and help ensure the
seriousness, authenticity, and credibility of the certification.
Download Exam Blueprint
Proposal-Based MDF
Market Development Funds (MDF) MDF funding is discretionary and proposal-based. Funding is a 50/50
Cloud Professional and Cloud Champion partners can access the split unless otherwise agreed to in-writing by both parties. This program
Nutanix Market Development Funds (MDF) program, to help them is at the complete discretion of the Nutanix Channel team and Senior
promote Nutanix products through awareness-building, lead-generation, Channel Management.
recruitment and education activities. We have also designed
co-marketing materials and programs that you can use as part of your Partner Eligibility
marketing initiatives. The Partner must be in good standing with a current signed agreement
and agree to all terms and conditions of the MDF Program. The Partner
will be required to work with their Channel team to develop a Marketing
Eligible Activities Ineligible Activties Plan as part of their annual Business Development Plan.
• Advertising • Purchasing of Nutanix products Program Terms
• Training, seminars & webinars and services • All MDF requests must be made using the online MDF Request Form
• Tradeshows and events • Demo equipment purchases, at least 30 days prior to the start of a campaign, activity or event.
• End-user workshops NFRs, etc. • The Partner agrees to provide all required proof of performance
• Executive roundtable • Special pricing, promotional documentation with the request for reimbursement. Failure to submit
• User group cash discounts, vouchers proof of performance, invoice, detailed receipts illustrating proof of
• Collateral development or products spend in the manner and time outlined above can cause a delay or
• Direct marketing • Partner margin enhancement rejection in reimbursement.
• Nutanix-branded giveaways • Charitable contributions • The Partner has sixty (60) days post-completion of the activity to
• Telemarketing without the prior approval submit a claim. NOTE: No claims will be accepted after 60 days.
• Partner internal event of Nutanix
‘sponsorship’ • Partner infrastructure costs, For full details of the end-to-end MDF process, as well as MDF terms and
• Partner Program approved office space, furniture, IT conditions, visit the MDF Page on the Partner Portal.
by Nutanix systems, general operating
• Funded headcount costs, CapEx expenditures, etc. Learn more
• Others at the discretion of
Nutanix
Resources
As a valued partner, leverage these resources to help
you learn, market, and sell Nutanix products and
solutions better and faster.
The enhanced Nutanix partner portal is the one-stop location for all
partner news, enablement, marketing, and sales tools. With the launch of
the updated Partner Portal, experience new features such as the
integrated content library, business intelligence reporting, and XPAND
partner demand center access for all.
Explore the Portal
Resources
Learning Resources
Nutanix University Nutanix Sizer
Access Sales and SE certification courses as well as online Create design scenarios, size workloads and download
and instructor-led training. BOM.
Partner XTRIBE Partner Collateral Library
Get rewarded and enabled by completing fun challenges integrated with Nutanix’s internal sales content
to test your Nutanix skills. management system,access the same product/solution
assets and enablement content as Nutanix sellers.
Partner Webinar Library
Access and view on-demand sales, technical, and
marketing-based webinars exclusively for our partner Marketing Resources
community.
XPAND Partner Demand Center
Partner News Center Automated digital demand platform: Create full funnel
The latest and greatest partner news on Nutanix products, campaigns, send custom, co-brandable Nutanix demand
programs, and incentives. generation content and syndicate rich social media
content to your prospects, plus get real-time notifications
of the leads they generate.
Selling Resources
Partner Locator
Deal Registration Portal The Locator lets customers search for a Nutanix partner in
Submit and view your Nutanix deal registrations to better their area, providing information to customers around the
manage your business and protect your opportunities. varied skills, certifications, and specializations each partner
offers. Partner Portal admins can modify your Locator
Nutanix Test Drive information. Please note a new and enhanced Partner
Test Drive Nutanix products and features through a Locator will be launched later in Fall 2020.
guided, real-time experience.
Terms and Conditions
Compliance with Laws Limitation of Liability
As a Nutanix Partner, you are required to conduct your business and Nutanix shall not be liable for any loss of profits or for special,
any transaction that involves Nutanix with integrity and in compliance consequential, incidental, indirect, reliance, punitive or exemplary
with all anti-corruption, anti-bribery laws and applicable rules and damages, either in contract or tort, whether or not the possibility of
policies in countries, regions or territories where you conduct business. such damages was disclosed to, or could have been reasonably
foreseen by Nutanix, which result from or relate to, a Partner’s
Each party represents that it has not and will not violate any applicable participation in the Elevate Partner Program.
laws in relation to the receipt or spend of MDF or incentive program
compensation. Furthermore, each party represents and warrants that Taxes
it has not and will not violate any applicable anti-corruption law in Each party is responsible for its own respective income taxes or taxes
relation to the receipt or spend of any funds or compensation from MDF funds or other incentive program compensation based upon
from Nutanix. gross revenues, including but not limited to, business and occupation
taxes. Partners shall be responsible for any and all applicable taxes
Intellectual Property Rights related to its receipt of the Nutanix contribution, including but not
Nutanix does not grant its Partners any ownership or other interest in limited to any sales, use, goods and services, consumption, business,
any copyrights, patents, trademarks, know-how, inventions and trade value added, or other taxes or comparable levies, transaction privilege
secrets (Intellectual Property), including its and registrations and taxes, gross receipts taxes, net receipt taxes, any withholding taxes and
applications of its Intellectual Property. other charges such as duties, customs, tariffs, imposts, contributions and
other government-imposed surcharges.
The information contained in this Partner Program Guide supplements the Nutanix Partner Network Agreement. It includes an overview of the Partner Program, its benefits and requirements.
Decisions made by Nutanix regarding the Elevate Partner Program are made at Nutanix’s sole discretion. Nutanix reserves the right to update this Program as needed and information in this
document is subject to change. If you have questions regarding Elevate Partner Program specifics, please contact your Nutanix Channel Sales team.
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 [email protected]
W nutanix.com
S @nutanixpartners
OCTOBER 1, 2020
