‘7 Minutes’ With HYCU VP of Channels Junelle Swan



… 100 percent channel-focused and we have the right combination of great technology and experience with the right go-to-market strategy.

CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features? Do you work with masters and/or distributors?

JS: If I had to describe our global partner program, I would describe it in two words: simple and easy. It’s very similar to the approach we have taken with our product offerings. The new global partner program has two primary partner levels – authorized and premier. Authorized is intended for new partners as they are building their business with HYCU. At the authorized level, partners qualify for deal registration and standard partner margin discount. We provide enablement tools and marketing resources via our newly launched partner portal. In addition, partners receive software for internal use and inclusion in our upcoming partner locator. The premier partner level is intended for partners that commit to $50,000 of HYCU products and support revenue annually. This level not only provides all of the benefits received by authorized partners, but also includes a higher margin benefit for deal registration and ability to apply for joint marketing funds.

We are also announcing a global solution provider level for partners that have a global presence. As I mentioned, we are 100 percent partner-focused. We work through distribution partners to provide value-added services and support for HYCU partners.

CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin. Go.

JS: 100 percent channel, more than 150 partners, up to 30 points of margin opportunity.

CP: Who are your main competitors, and what makes your offering better?

JS: The emergence of hyperconverged infrastructure has meant there is a need to change the way companies approach backup and recovery. It’s no longer good enough to consolidate storage, servers and networks onto one platform to achieve simplicity while at the same time adding another backup infrastructure to support the consolidation. We understand that first and foremost, data protection should not break a company’s HCI efforts. So while we compete against many of the legacy backup and recovery solutions from companies like Commvault and Veritas, we also compete against the new breed of secondary storage offerings from companies like Cohesity and Rubrik. For us, we look to enhance the data-protection capabilities that are native to a Nutanix solution and be complementary to what customers need. We want to extend and enhance vs. provide similar or the same functionality.

Many of the secondary storage providers are looking to be platforms in and of themselves. To us, that is pushing simplicity aside and creating unnecessary redundancy and cost. We have a fundamentally different approach and we remain committed to providing the best solution without introducing more complexity to a customer’s environment.

CP: How do you think your technology portfolio will change in the next three years?

JS: We have been tightly aligned to …

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