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The new program includes a range of resources and benefits aimed at helping partners of all sizes differentiate and profit selling Pivot3’s HCI. It includes two partner tiers, premier and associate, with the ability to make more money once they’ve completed the company’s Certified Service Delivery Professional certification.
Mark Maisano, Pivot3’s vice president of channel sales, tells Channel Partners that more businesses are adopting HCI, and both Pivot3 and its channel partners have grown exponentially because of it.
“Because of the increased adoption, we’re also attracting a wide range of partners serving SMBs to large enterprises,” he said. “This program is designed to help partners of all sizes compete on a level playing field and succeed. We’re always listening to our channel partners, and designed this program to directly address their needs — both now and in the future as they grow. We also just formalized our Partner Advisory Board, so I’m especially excited to (be) hearing the ongoing feedback through our pilot programs, exclusive previews and pre-training.”
This spring, Pivot3 launched its next-generation HCI platform Acuity.
The program offers three new sales and technical enablement certifications, including the Pivot3 Certified Sales Professional, Pivot3 Certified Pre-Sales Technical Professional and Pivot3 Certified Service Delivery Professional.
In addition, the program includes: a refined compensation structure to guarantee prices and discounts as soon as a deal is registered; post-sale service delivery, allowing partners the option of providing installation and ongoing professional services; proposal-based market development funds; and new co-marketing benefits, including content syndication, a marketing platform with social media support, lead passing and quarterly campaign planning assets.
“Pivot3 sells 100 percent through the channel, so partners are the foundation of our business strategy,” Maisano said. “We’ve grown dramatically over the past year thanks to these partnerships — in 2016, we had an 84 percent revenue increase over the previous year and a 275 percent increase in deal registrations through the channel in the second half of 2016. As partners invest in us, we want to invest as well to help make them valuable players in the HCI ecosystem.”
In early 2016, Pivot3 acquired NexGen Storage and integrated the legacy NexGen partner ecosystem, focusing on using the best of both programs while educating partners on the new revenue opportunities available through its expanded partner suite.
Earlier this month, Pivot3 partnered with VMware for hybrid VDI.