Frequently Asked

Questions

S U C C E S S TO DAY | B U I LT F O R TO M O R R OW
Introducing the NEW Contents
Elevate Partner Program Quick start menu

Elevate Partner Program Structure

The Elevate Partner Program strengthens our partnership with the
resellers that support our business by placing the power to succeed Elevate Partner Program Requirements
in their hands. We will tightly partner through the sales cycle and
customers’ technology lifecycle. Elevate Partner Program Benefits

We will focus on deals and engagement instead of revenue targets. Additional Resources
Ultimately, this program is designed to empower partners to compete
in the modern, multi-cloud era.

Take the tour

Elevate Partner
Program Structure
Why is Nutanix changing their Partner Program?
Nutanix is dedicated to enhancing our channel program and launching
the new Elevate Program supports our mission to create a simpler, more
consistent and highly profitable selling experience across the partner ecosystem
utilizing the full Nutanix product and services portfolio that delivers successful
customer outcomes. View more information about the Elevate Program for
channel/resellers on the Partner Portal, reach out to your Nutanix sales team, or
contact Partner Support to answer your Elevate questions.

When did the new Elevate Program launch?

The Elevate Partner Program for our reseller (VAR) community was announced on
September 10, 2020 with benefits effective September 1, 2020.

Is the new program framework for all partners including GSI, Distribution, Service Provider,
Alliance, etc.?
No, this program is for our traditional resellers (VARs) and has replaced the legacy Channel
Charter program. Future state, the Elevate program architecture will allow for all partner types
Zone 1
to deliver software sales, build consultative services and build managed services under one program.
Stay tuned for future updates to other partner programs.
What is the difference between a Cloud Champion and Cloud Professional?
The Elevate levels are based on the development of Nutanix competencies
as outlined in the Elevate Partner Program Guide.

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
technical competencies. solutions around Nutanix full Nutanix portfolio.
solutions.

How can we see our current Elevate Partner Program competency level and logos
for our level?
View your current Elevate program level and access downloadable program level
badges and authorization certificate on the Nutanix partner portal -
View My Program Status Page.

Users that are Portal Administrator(s) for their company have an additional
option on the Manage area of the Partner Portal that enables them to
see all current company certifications.

If you have any questions about who your Portal Administrator is, or you
would like to become one, please email [email protected].
I know our company’s legacy Channel Charter tier (Master, Scaler,
Pioneer), how did that transfer to Elevate and how long do we have to
take the certifications to qualify for a higher competency level in the
new program?

Your initial Elevate competency level is based on your status as of the

FY20Q4 Checkpoint:

Master Partners
• Cloud Champion until end of FY21,
July 31, 2021, to obtain any
additional certificates.

Scaler Partner
• Cloud Professional until end of
FY21, July 31, 2021, to obtain any
additional certificates.

Pioneer Partner
• Authorized, but you will be eligible
for the New Customer Acquisition
Rebate & FastTrack VDI Promotion
until January 31, 2021.
Elevate Partner
Program Requirements
FY Q1 FY Q2 FY Q3 FY Q4
August - October November - January February - April May - July
What are the Elevate Partner Program certification requirements
and do they differ based on geographical location?
The Nutanix Elevate Partner Program makes it straightforward to move
up from the base Authorized level to Cloud Professional then on to What is the deadline for obtaining the required certifications to be
Cloud Champion. Competency levels are based on your company’s sales, promoted to the next competency level?
technical and services certifications. Simply complete the competency Partners can be promoted at the end of each quarter if they have met
training and exams outlined in the Elevate Partner Program Guide to additional competency requirements. Partner level demotions are only
unlock new benefits to you and your company. Requirements do differ performed at the fiscal year end or when a new requirement is being
by Zones, which are based on the size of the market in each region and reviewed. Partner levels are not adjusted outside the quarterly
are defined by market opportunity and historical business activity. checkpoints.

Where can I find training, eLearning, or information about My organization has Nutanix certifications that aren’t listed in the
certifications? requirements, will these count towards fulfilling my organization’s
Access the Learn page located on the Partner Portal as your jumping certification requirements to maintain/improve our level?
off point for Nutanix partner sales, SE, and Services certifications. Please refer to the Elevate Partner Program Guide or discuss with your
Channel Sales Manager for the current requirements and any
certifications that are being grandfathered.
How many certifications do we have?
You can view your individual certifications, plus portal Administrators
can view all company certifications by visiting the Manage page on the What if I’m having issues accessing the training?
Nutanix Partner Portal. If you’re unable to access our training courses, or have additional
questions about any training or certifications, please reach out to
[email protected].
Why can’t I see certifications my company just completed?
It can take up to 7 days for proctored exams to reflect in the system.
If you are still not seeing it please contact [email protected].
Elevate Partner Program Benefits
What benefits does my company get with Elevate?
Program benefits are based on your competency level as outlined in the Elevate Partner Program Guide. Benefits may include: Performance+
Deal Registration, Rebates and Incentives, MDF, Partner Portal access, online training and enablement, Partner Locator, XLAB software licensing
access and Partner XTRIBE access. If you’re not yet a partner, and interested in becoming a partner you can learn more here:
(https://www.nutanix.com/partners/become-a-partner).

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) 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
Where can I find information on current Nutanix
partner incentives?
To view current promotions, incentives, and other offers, please
view the Promos & Incentives page on the Nutanix Partner Portal.

Does the Elevate Partner Program include any changes to the Nutanix
partner deal registration process or registration benefits?
Yes, the new Performance+ deal registration program is part of Elevate.
Learn More.

I’m a Legacy Pioneer Partner, now an Authorized Partner in the Elevate Program.
For the 2% New Business Acquisition rebate, do I still need to claim or will this now
be under auto pay now?
No, legacy Pioneer partners, as of July 31, 2020 checkpoint, will continue claiming in the
Partner Rebate Center through the end of the program on January 31, 2021.

At what program level am I eligible for rebates?

Cloud Professional and Cloud Champion partners are eligible for rebates.

We closed a large deal under the legacy program, what date is used to calculate
the rebate?
The eligibility date of a closed deal is based on the opportunity booking date within the
Nutanix system.

What rebates are available for my company and what do we earn?

Rebates are based on your partner level and the incentive terms and conditions, please navigate
to the Promos & Incentives page on the Nutanix Partner Portal.

What tools do you have to help me estimate my rebates with the Elevate Partner Program?
Great news! We provide a Nutanix Partner Incentive Estimator on the Partner Portal.
Where do we submit and manage our rebates? I want to enter a MDF request, where do I do that?
Partners can access the Partner Rebate Center at: You can submit MDF claims and upload Proof of Performance on the
https://www.nutanixrebates.com using your My Nutanix credentials. Partner Portal. If you’re unable to access this page and require access,
If you are not a Rebate Center Administrator and need to request please reach out to Partner Support.
access, please contact [email protected]. Please refer to
the Quick Reference Guide on the Partner Portal for an overview and
directions on submitting a claim. Why are we not showing on the Partner Locator?
Partners must be Cloud Champion, Cloud Professional or meet a
minimum level of certifications to be visible on the Partner Locator. For
Who can I contact if I don’t think my rebate amount is correct or if Zones 2 & 3 that is 1 sales and 1 technical certification and for Zone 1 that
I don’t think it should have been rejected? is 2 sales and 1 technical. To view your company’s current program level,
For a rebate rejection, please first reference the rejection email you visit the Partner Portal.
received. If you have additional questions about that rejection or the
amount of a rebate, please contact [email protected].
How do I update our company information on the Partner Locator?
Nutanix Partner Portal admins can manage your locator information by
Where is my rebate payment? navigating to the Manage page on the Partner Portal. Not sure if you’re
Please refer to the payment information in the Partner Rebate Center an admin? Email [email protected].
and if you still have questions, contact [email protected].

How do I get XLAB software licenses?

XLAB licenses provide free, unsupported production versions of popular
The benefits table lists “Proposal-based” for MDF, will there be a
Nutanix software to Cloud Professional and Cloud Champion reseller
set level of MDF funds available to partners?
partners as well as eligible distributors. Partners can use the abundant
Presently all MDF is still proposal based and there is no set level of
XLAB product licenses to stand up full test and demo environments to
funds at this time.
get hands-on experience and enhance their demand generation by
standing up proof-of-concepts. Eligible partners and distributors have
XLAB licenses automatically populated in your Nutanix Support/
What happens to MDF requests and claims from the legacy partner
Licensing Portal. For further questions regarding XLAB, reach out to
program in Elevate?
[email protected].
MDF requests already in flight will be reviewed and approved based on
the MDF policies that existed when they were approved.
Resources
For additional questions, please reach out to the below resources:

• Elevate Partner Program or Partner Portal: [email protected]

• Education and Training: [email protected]
• Partner Rebate Center: [email protected]
• Partner Marketing: [email protected]
• XTRIBE: [email protected]

SEPTEMBER 11, 2020